Fonoa - Enterprise Account Executive (San Francisco)

deCircle; San Francisco (CA); Hybrid; USD 155,000 - 165,000; Full time

Job summary

Fonoa, a Tax Operating System, seeks an Enterprise Account Executive in San Francisco. You will own the end-to-end enterprise sales cycle, prospect into senior tax leaders, CFOs and marketplaces, and close $100K+ ARR deals while collaborating with Marketing, Product, Solutions Engineering and Customer Success.

The role demands 7–10 years selling complex B2B SaaS, a proven pipeline, and a US work authorization. Hybrid 1x/week in SF with base compensation $155k–$165k plus uncapped commission.

Qualifications

• 7–10 years selling complex B2B SaaS to enterprise clients.
• Track record closing $100K+ ARR deals with multi-stakeholder buying committees.
• Structured methodologies: MEDDPICC / SPICED / Challenger; Salesforce experience.
• SF-based, hybrid role; US citizen or Green Card holder.

Responsibilities

• Generate new pipeline by prospecting into enterprise tax, CFO, and Tax Manager personas at digital platforms and marketplaces.
• Manage live opportunities through a structured enterprise sales process (SPICED/MEDDPICC), closing deals valued at $100K+ ARR.
• Develop and present pricing proposals and ROI models to multi-stakeholder buying committees across global markets.
• Craft strategic account plans and run QBRs to unlock upsell/cross-sell over 12–18 month roadmaps.
• Build deep relationships with senior stakeholders, positioning Fonoa's API-driven tax solution for compliance and scalability.

Skills

Enterprise SaaS sales

B2B sales

Pipeline management

Multi-stakeholder selling

MEDDPICC

SPICED

Challenger

Salesforce

Tools

Salesforce

Job description

Source: Paraform - https://www.paraform.com/share/fonoa/cmtk9gpws00020cl6x3m40dzg

Compensation: $155,000-$165,000 base + commission (OTE $310,000-$330,000) + competitive equity + benefits.

Location: San Francisco, CA - hybrid, 1x/week in office. Visa: generally not open to visas (US citizen / Green Card).

About this role

Enterprise Account Executive to drive Fonoa's growth by acquiring and expanding enterprise customers across software platforms, marketplaces and digital services. Own the end-to-end enterprise sales cycle, from building pipeline to closing new ARR and expanding strategic accounts, selling a modern API-driven global tax automation platform trusted by Zoom, Uber and Booking. Work cross-functionally with Marketing, Product, Solutions Engineering and Customer Success.

What will you be doing?

• Generate new pipeline by prospecting into Head of Tax, CFO and Tax Manager personas at enterprise digital platforms and marketplaces
• Manage live opportunities through a structured enterprise sales process (SPICED/MEDDPICC), closing deals valued at $100K+ ARR
• Develop and present value-driven pricing proposals and ROI models to multi-stakeholder buying committees across global markets
• Craft strategic account plans and run QBRs, unlocking upsell and cross-sell over 12-18 month roadmaps
• Build deep relationships with senior stakeholders, positioning Fonoa's API-driven tax solution for compliance, risk mitigation and international scalability

Tools / methodology

Salesforce, MEDDPICC, SPICED (Winning by Design), Challenger

About Fonoa

Tax Operating System for autonomous indirect tax: tax ID validation, real-time tax determination, e-invoicing and returns across 120+ countries. Clients include Canva, Netflix, Spotify, Uber, Zoom, Booking.com. Founded 2018, 260 employees, $195M total funding. API-native, AI-first alternative to Avalara, Vertex, Sovos, Thomson Reuters.

• 7-10 years selling complex B2B SaaS to enterprise clients (role intro says 4+ years)
• Track record closing $100K+ ARR deals with multi-stakeholder buying committees
• Structured methodology: MEDDPICC / SPICED / Challenger; Salesforce
• Thrives in a scaling SaaS environment building repeatable sales motions
• US citizen or Green Card holder (generally no visa sponsorship); SF-based, hybrid 1x/week