About this role.
Fonoa is hiring a US-remote Strategic Account Executive to grow enterprise revenue for its API-driven tax-compliance platform. The role owns the full sales lifecycle across a select portfolio of software, marketplace, and digital-services accounts, with responsibility for both new business and expansion. Key activities include prospecting senior tax and finance personas, running structured enterprise sales processes, developing ROI cases and value-based pricing, and maintaining accurate Salesforce forecasts. The position requires extensive experience selling complex enterprise B2B SaaS or API solutions and a strong hunter mindset. Success depends on autonomous execution, executive-level relationship building, cross-functional coordination, and disciplined account planning.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Cover letter sample
Dear Fonoa Hiring Team,
I am excited to apply for the Strategic Account Executive role. My enterprise B2B SaaS sales experience, combined with a consultative approach to complex API-driven solutions, would enable me to build executive relationships and create compelling value cases for finance and tax leaders.
I am skilled in full-cycle, land-and-expand selling, including targeted prospecting, MEDDPICC/SPICED-style qualification, ROI modeling, value-based pricing, and accurate Salesforce forecasting. I would bring a disciplined hunter mindset and collaborate closely with internal teams to advance strategic opportunities and develop long-term customer expansion plans.
I am particularly drawn to Fonoa’s mission to simplify global tax compliance for digital businesses and would welcome the opportunity to help accelerate its enterprise growth.
Sincerely,
Your Name
Sample interview questions
I would begin by mapping the buying committee, including the Head of Tax, CFO, tax operations leaders, IT, procurement, and any executive sponsor. I would use discovery to identify compliance exposure, operational friction, international expansion plans, and the measurable cost of inaction, then build a mutual action plan tied to those priorities.
I use a structured qualification framework such as MEDDPICC or SPICED to validate pain, metrics, decision criteria, process, stakeholders, and competition. I maintain next steps, risks, forecast category, and evidence in Salesforce after every meaningful interaction, and I challenge my forecast when customer commitments are not explicit.
I would quantify the customer’s current manual tax-compliance effort, exposure to fines or errors, cost of delayed market expansion, and engineering burden. I would connect Fonoa’s API capabilities to measurable improvements, validate assumptions with the customer, and present a business case that makes both financial and strategic value clear.
I would first diagnose whether the objection is about value, budget, timing, risk, or an incomplete stakeholder consensus. Rather than discounting immediately, I would revisit the agreed business impact, identify the decision criteria behind the request, and explore packaging, phased deployment, or commercial terms that preserve value while addressing the underlying concern.
After closing, I would establish success metrics, executive sponsorship, implementation alignment, and a regular operating cadence. I would use QBRs to review realized outcomes, uncover new entities, markets, or workflows, and jointly develop a 12- to 18-month expansion roadmap based on demonstrated value.
At Fonoa, we are transforming how digital-first companies stay tax-compliant. We provide simple and modular API solutions that easily integrate into any existing workflow. Through our technology-first approach, we reduce manual processes, increase compliance, and reduce the cost of operations when transacting and scaling internationally.
We are solving one of the largest yet unsolved problems in global e-commerce. Our tax automation software enables companies such as Uber, Zoom, Booking.com, Squarespace and Rappi to expand their international offerings more quickly and stay tax-compliant.
Role description:
As a Strategic Account Executive specializing in Tax Technology, you will be a critical Commercial team member, driving revenue and contributing to our growth through a land-and-expand model. Your mission is to execute our sales strategy for our Ideal Customer Profile (ICP) across software, marketplaces, and digital services accounts in tax technology. With a select portfolio of targeted, strategic accounts, you’ll focus on net new and expansion business opportunities, cultivating deep relationships and expanding our footprint within each account. You will manage the entire sales lifecycle from prospecting to deal closure and ongoing account management.
Your role will also support refining our sales processes, meeting performance metrics, and accelerating revenue growth.
What you will do :
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 that helps 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 internal communication cadence.
Operate with autonomy, swiftly grasping customer needs and pain points.
Requirements:
Extensive experience as a Strategic Account Executive
Proven track record in selling complex Enterprise B2B SaaS/API solutions that address a unique business problem.
Strong experience in using Salesforce to manage and forecast your business.
Ability to implement and adhere to structured sales processes and methodologies.
Exceptional talent for cultivating client relationships and devising strategic plans.
Highly coachable and eager to adapt and learn.
Excellent communication skills, both verbal and written.
Experienced in value-based pricing strategies and using Return on Investment/ Business Cases
Top Traits:
Hunter/ New Business focused
Tech/ Software Sales background
Deep enterprise-level deal experience
Experience selling into senior finance personas within the software/ digital vertical
Fonoa is committed to fair and equitable compensation practices. The US base salary range for this full-time position is $160,000 – $185,000 + 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.
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
As part of the recruitment process at Fonoa, we process your personal data in accordance with our Privacy Notice for Job Applicants. This notice explains how and why your data is collected and used, and how you can contact us if you have any concerns.
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