Job description

As an Enterprise Account Executive, you will play a key role in accelerating Fonoa’s growth by acquiring and expanding relationships with enterprise customers across software platforms, marketplaces, and digital services. As part of our Commercial team, you will own the end-to-end enterprise sales cycle, from building pipeline through closing new ARR and expanding strategic accounts. This role is ideal for someone who thrives in a scaling SaaS environment, enjoys building repeatable sales motions, and is motivated by delivering measurable value to customers through modern API-driven infrastructure. You will work closely with Marketing, Product, Solutions Engineering, and Customer Success to refine our go-to-market strategy, strengthen our enterprise sales motion, and drive predictable revenue growth. You will also become a trusted advisor to customers building and scaling global digital platforms, helping them modernize infrastructure, streamline operations, and support international growth. SALES & PROSPECTING: - Generate a new sales pipeline from prospecting activities into buyer personas such as Head of Tax, CFO, Tax Manager, etc. - Manage live opportunities through an enterprise sales process using our Winning by Design (SPICED) or MEDDPICC sales methodology. - Develop and present value-driven pricing quotations. - Collaborate with clients to establish clear ROI metrics and generate comprehensive impact case studies. - Foster deep relationships with a range of senior stakeholders and clearly position our value proposition of providing an API driven tax solution helping companies with compliance, fine mitigation, and scalability around the world. CUSTOMER RELATIONSHIP MANAGEMENT: - Craft strategic plans and conduct QBRs with customers, unlocking clear upsell and cross-sell roadmaps and solution planning for the next 12-18 months and beyond. - Uphold accurate Salesforce hygiene, including comprehensive meeting notes, and deal forecasting. TEAM COLLABORATION: - Coordinate with the wider project team, maintaining a clear communication cadence internally. - Operate with autonomy, swiftly grasping customer needs and pain points. BASIC QUALIFICATIONS: - Minimum 4 years of experience as an Enterprise Account Executive or in a similar sales role within a B2B SaaS or API-based environment - Experience managing full sales cycles for enterprise-level deals valued at $100,000+ in annual recurring revenue (ARR) - Experience using Salesforce (or a comparable CRM system) to manage pipeline, forecast revenue, and track sales activity - Hands-on experience applying a structured sales methodology (e.g., MEDDIC, Challenger, SPIN Selling) - Experience managing multi-stakeholder sales cycles across multiple regions or global markets - Ability to communicate technical and business concepts clearly in verbal and written formats - Experience developing return-on-investment (ROI) models and business cases in support of enterprise sales, and familiarity with value-based pricing models PREFERRED QUALIFICATIONS: - Experience creating or contributing to strategic account plans for long-term customer development - Experience selling to and delivering presentations to C-suite executives or senior leadership teams - Proven track record of meeting or exceeding annual revenue targets in startup or high-growth environments Fonoa is committed to fair and equitable compensation practices. The US base salary range for this full-time position is $150k - 165K + commission + equity + benefits, and represents Fonoa’s good faith and reasonable estimate of the range of possible compensation at the time of posting. Actual compensation will depend on a variety of factors unique to each candidate, including but not limited to, the candidate’s years of experience, qualifications, relevant skill set, certifications, and geographic office location. Pay ranges may vary in different regions based on local market conditions and cost of labor. To learn more about life at Fonoa and our benefits, please visit fonoa.com/careers fonoa.com. Additional Information Equal Opportunity Statement At Fonoa, we seek candidates from a wide range of backgrounds and perspectives, and we are proud to be an equal opportunity employer. We consider qualified applicants for employment without regard to race, color, religion, creed, gender, national origin, ancestry, age, physical disability, mental disability, medical condition, genetic information, military or veteran status, marital status, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), gender expression or identity, sexual orientation, citizenship, or any other legally protected status. Fonoa is committed to fostering an inclusive and accessible workplace where everyone has the opportunity to thrive. We comply with the requirements of all applicable California and federal employment laws, including those protecting disabled individuals. If you require a reasonable accommodation to search for a job opening, apply for a position, or participate in the interview process, please contact us via email at people-ops@fonoa.com and describe the specific accommodation needed due to a disability-related limitation. Examples of reasonable accommodations include, but are not limited to: - Receiving application materials in an alternate format - Conducting interviews in an accessible location - Being accompanied by a service animal - Having a sign language interpreter present during interviews We respond to accommodation requests within three business days. Please note that non-disability related inquiries, such as application status follow-ups, may not receive a response through this channel. Fonoa will not discharge or otherwise discriminate against employees or applicants for discussing or disclosing their own pay or the pay of another employee or applicant. However, employees who have access to compensation information as part of their essential job functions may not disclose this information to others who do not have access, unless it is: - In response to a formal complaint or charge - In furtherance of an investigation, proceeding, hearing, or legal action - Consistent with Fonoa’s legal obligations to disclose such information San Francisco Fair Chance Ordinance Pursuant to the San Francisco Fair Chance Ordinance, Fonoa will consider qualified applicants with arrest and conviction records for employment. As part of the recruitment process at Fonoa, we process your personal data in accordance with our Privacy Notice for Job Applicants fonoa.com. This notice explains how and why your data is collected and used, and how you can contact us if you have any concerns.

Requirements

Must-haves

You will work closely with Marketing, Product, Solutions Engineering, and Customer Success to refine our go-to-market strategy, strengthen our enterprise sales motion, and drive predictable revenue growth.
You will also become a trusted advisor to customers building and scaling global digital platforms, helping them modernize infrastructure, streamline operations, and support international growth.
Generate a new sales pipeline from prospecting activities into buyer personas such as Head of Tax, CFO, Tax Manager, etc.
Manage live opportunities through an enterprise sales process using our Winning by Design (SPICED) or MEDDPICC sales methodology.
Develop and present value-driven pricing quotations.
Collaborate with clients to establish clear ROI metrics and generate comprehensive impact case studies.
Craft strategic plans and conduct QBRs with customers, unlocking clear upsell and cross-sell roadmaps and solution planning for the next 12-18 months and beyond.
Uphold accurate Salesforce hygiene, including comprehensive meeting notes, and deal forecasting.
Coordinate with the wider project team, maintaining a clear communication cadence internally.
Operate with autonomy, swiftly grasping customer needs and pain points.
Minimum 4 years of experience as an Enterprise Account Executive or in a similar sales role within a B2B SaaS or API-based environment
Experience managing full sales cycles for enterprise-level deals valued at $100,000+ in annual recurring revenue (ARR)
Experience using Salesforce (or a comparable CRM system) to manage pipeline, forecast revenue, and track sales activity
Hands-on experience applying a structured sales methodology (e.g., MEDDIC, Challenger, SPIN Selling)
Experience managing multi-stakeholder sales cycles across multiple regions or global markets
Ability to communicate technical and business concepts clearly in verbal and written formats
Experience developing return-on-investment (ROI) models and business cases in support of enterprise sales, and familiarity with value-based pricing models

Nice-to-haves

Experience creating or contributing to strategic account plans for long-term customer development
Experience selling to and delivering presentations to C-suite executives or senior leadership teams
Proven track record of meeting or exceeding annual revenue targets in startup or high-growth environments
To learn more about life at Fonoa and our benefits, please visit fonoa.com/careers http://fonoa.com/careers.
Additional Information

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

apigo

Platform: ashby
Effort: quick