Enterprise Account Executive

As an Enterprise Account Executive, you will play a key role in accelerating Fonoa’s growth by acquiring and expanding relationships with enterprise customers across software platforms, marketplaces, and digital services. As part of our Commercial team, you will own the end-to-end enterprise sales cycle, from building pipeline through closing new ARR and expanding strategic accounts.

Responsibilities

Acquiring and expanding relationships with enterprise customers across software platforms, marketplaces, and digital services; Owning the end-to-end enterprise sales cycle, from building pipeline through closing new ARR and expanding strategic accounts; Working closely with Marketing, Product, Solutions Engineering, and Customer Success to refine go-to-market strategy, strengthen enterprise sales motion, and drive predictable revenue growth; Becoming a trusted advisor to customers building and scaling global digital platforms, helping them modernize infrastructure, streamline operations, and support international growth; Generating a new sales pipeline from prospecting activities into buyer personas such as Head of Tax, CFO, Tax Manager, etc.; Managing live opportunities through an enterprise sales process using Winning by Design (SPICED) or MEDDPICC sales methodology; Developing and presenting value-driven pricing quotations; Collaborating with clients to establish clear ROI metrics and generate comprehensive impact case studies; Fostering deep relationships with a range of senior stakeholders and clearly positioning our value proposition of providing an API driven tax solution helping companies with compliance, fine mitigation, and scalability around the world; Crafting strategic plans and conducting QBRs with customers, unlocking clear upsell and cross-sell roadmaps and solution planning for the next 12-18 months and beyond; Upholding accurate Salesforce hygiene, including comprehensive meeting notes, and deal forecasting; Coordinating with the wider project team, maintaining a clear communication cadence internally; Operating with autonomy, swiftly grasping customer needs and pain points

Requirements

Minimum 4 years of experience as an Enterprise Account Executive or in a similar sales role within a B2B SaaS or API-based environment; Experience managing full sales cycles for enterprise-level deals valued at $100,000+ in annual recurring revenue (ARR); Experience using Salesforce (or a comparable CRM system) to manage pipeline, forecast revenue, and track sales activity; Hands-on experience applying a structured sales methodology (e.g., MEDDIC, Challenger, SPIN Selling); Experience managing multi-stakeholder sales cycles across multiple regions or global markets; Ability to communicate technical and business concepts clearly in verbal and written formats; Experience developing return-on-investment (ROI) models and business cases in support of enterprise sales, and familiarity with value-based pricing models

Nice to have

Experience creating or contributing to strategic account plans for long-term customer development; Experience selling to and delivering presentations to C-suite executives or senior leadership teams; Proven track record of meeting or exceeding annual revenue targets in startup or high-growth environments

Benefits

commission; equity