Strategic Account Executive

Mat Vin; Greater London; Hybrid; GBP 90,000 - 150,000; Full time

Job summary

Fonoa, the Tax Operating System, is looking for a Strategic Account Executive to own a portfolio of strategic accounts and drive both new business and expansion revenue.

You’ll run end-to-end enterprise sales cycles, build senior stakeholder relationships, and position Fonoa as a long-term partner across finance, ops, and technical buyers.

Onboarding includes product immersion and cross-functional collaboration to close complex, multi-stakeholder deals and scale globally.

Qualifications

• Experience selling enterprise SaaS or API products to multi-stakeholder buyers.
• Proven track record closing complex, multi-stakeholder deals.
• Ability to forecast and plan account strategies across large organisations.

Responsibilities

• Build and convert a high-quality enterprise pipeline.
• Lead complex deals using MEDDPICC / Challenger.
• Sell on value and ROI, not features.
• Develop account plans and expansion strategies.
• Partner cross-functionally to close and grow accounts.

Skills

Enterprise sales

Complex deals

MEDDPICC / Challenger

Value-based selling

Forecasting

Job description

Strategic Account Executive (Enterprise SaaS / API)

Fonoa is the Tax Operating System for autonomous tax. AI that tracks every rule, acts on every obligation, and proves every decision, built on modular infrastructure.

Fonoa’s modules cover the full indirect tax lifecycle: tax ID validation, real-time tax determination, e-invoicing, and returns. All on one shared data model and integration, with one audit trail. Each added capability makes the others stronger.

Agents monitor obligations, populate returns, catch anomalies and assemble audit packs in seconds. The system does the work. Humans make the calls. That’s autonomous tax.

We operate across 120+ countries, with clients going live in weeks, if not days.

Trusted by Canva, Netflix, Spotify, Uber, Zoom and Booking.com.

Find out more: www.fonoa.com

Why AEs Win at Fonoa

• Mission-critical product: not a “nice to have”

• Huge, untapped market with growing regulatory pressure

• Strong product-market fit in complex enterprise deals

• True land-and-expand motion

The Role

Build and own a portfolio of strategic accounts and drive both new business and expansion revenue.

You’ll run end-to-end enterprise sales cycles, build senior stakeholder relationships, and position Fonoa as a long-term partner.

What You’ll Do

• Build and convert a high-quality enterprise pipeline

• Lead complex deals using MEDDPICC / Challenger

• Sell on value and ROI, not features

• Develop account plans and expansion strategies

• Partner cross-functionally to close and grow accounts

What We’re Looking For

• Proven Large Enterprise / Strategic AE in SaaS or API companies

• Track record closing complex, multi-stakeholder deals

• Strong in value-based selling and forecasting

• Comfortable selling to finance, ops, and technical buyers

• Highly driven, autonomous, and commercially sharp

Onboarding:

• You’ll go through a comprehensive, high-impact onboarding and product immersion, enabling you to quickly operate as a trusted advisor and drive complex enterprise deals

Why It Matters

You’ll help some of the world’s most ambitious companies scale globally by solving complex operational challenges.

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Amsterdam, Netherlands, Ireland, Dublin, Ireland, Netherlands