Strategic Account Executive, EMEA

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.

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

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