Fonoa

Manage and grow strategic accounts by executing sales strategies, fostering deep client relationships, and managing the entire sales lifecycle. | Extensive experience in enterprise B2B SaaS/API sales, managing complex deals, and working with senior finance personas, with proficiency in Salesforce and structured sales methodologies. | 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 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. This notice explains how and why your data is collected and used, and how you can contact us if you have any concerns.

Build and lead the ISV and software partner ecosystem, drive revenue through alliances, manage strategic partner relationships, and scale alliance programs. | Proven experience in SaaS alliances and partner ecosystem building, strong commercial and negotiation skills, and ability to lead cross-functional teams in a fast-paced startup environment. | Who We Are At our core, we’re a high-growth SaaS startup on a mission to simplify complexity for businesses around the world. Our product is powering digital transformation for forward-thinking companies, and now we’re looking for an Alliances Director to help scale that impact through strategic alliances. If you’re energized by building from scratch, thrive in a fast-paced environment, and love the idea of creating an alliance ecosystem that drives real revenue, you’re exactly who we’re looking for. The Role As our Alliances Director, you’ll take ownership of building and growing our Independent Software Vendor (ISV) and Software partner ecosystem. This is a hands-on leadership role where strategy meets execution—you’ll shape our alliance strategy, recruit top-tier software partners, and lead the charge in enabling them to win with our solutions. In short: you’ll be our alliances engine. What You’ll Be Doing Build & Lead the Alliance Ecosystem • Design and launch our ISV & software partner program from the ground up. • Identify, engage, and onboard high-impact ISV and software partners globally. • Define scalable alliance models and work out joint go-to-market (GTM) plans. Drive Revenue Through Alliances • Set alliance-sourced and alliance-influenced pipeline targets in collaboration with Sales. • Enable and empower software partners to sell and integrate our platform successfully. • Help partners position our product as a critical part of their solution stack. Own Relationships & Results • Manage and grow strategic software partner relationships—be their trusted advisor and biggest champion. • Lead regular business reviews with partners to track KPIs and explore growth opportunities. • Work cross-functionally with Sales, Marketing, Product, and Customer Success to ensure alliance success. Build for Scale • Roll out alliance enablement tools, resources, and processes that can scale as we grow. • Constantly iterate and improve our alliance playbook, learning as we scale. • Share partner insights internally to shape product development and GTM strategies. What We’re Looking For • Proven experience in SaaS alliances, with a focus on ISV and software partner ecosystems. • Proven success in building alliance programs (ideally from zero) and scaling them for growth. • Solid understanding of enterprise SaaS, indirect sales motions, and platform integrations. • Track record of driving significant pipeline and revenue via software alliances. • Strong commercial skills—comfortable negotiating deals and joint GTM initiatives. • Highly collaborative with the ability to build trust across both partner and internal teams. • Startup mentality: bias for action, comfort with ambiguity, and a “build it” mindset. Why Join Us? • Shape our future: Be part of our leadership team building a key growth engine from the ground up. • Grow fast: We’re scaling fast, and so will your career. • Ownership: Real autonomy and the chance to make decisions that matter. • Equity upside: We win together—your success directly impacts your rewards. • Great people: A collaborative, no-ego team that values transparency and action. 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.