Strategic Account Executive

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

Pay

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.

Additional Information

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.

Fonoa is 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.