Fonoa - Enterprise Account Executive (San Francisco)
At a glance
Mid-level Account Executive role at deCircle. San Francisco.
deCircle states pay in the role description below.
growthroles summary, based on the employer's posting.
What you'll do
- Find enterprise prospects among digital platforms and marketplaces, targeting tax leaders, finance chiefs and tax managers
- Move complex opportunities from first contact through signature, including deals worth at least $100K in annual recurring revenue
- Build pricing recommendations and return-on-investment cases for buying groups with multiple stakeholders across global markets
- Plan strategic accounts and lead quarterly reviews to identify expansion opportunities across longer-term roadmaps
- Develop senior customer relationships and explain how the tax solution supports compliance, risk reduction and international growth
What you bring
- You have seven to ten years selling complex B2B SaaS to enterprise customers
- You have closed enterprise deals worth at least $100K in annual recurring revenue with multi-person buying groups
- You use a structured sales approach such as MEDDPICC, SPICED or Challenger, and have worked in Salesforce
- You are a U.S. citizen or Green Card holder
Who this fits
This role suits an experienced enterprise seller who can build repeatable sales motions in a scaling SaaS setting. You must be based in San Francisco and work from the office one day each week.
From the employer
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
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