Account Executive, Fonoa
Tax automation for the internet economy
Open for applications
Tax automation for the internet economy
201-500 employees
Open for applications
201-500 employees
Company mission
To eliminate the manual work when dealing with taxes on online transactions.
Role
Who you are
- This role is ideal for a high-performing software seller who thrives in complex B2B SaaS environments, excels at hunting and closing multi-stakeholder deals ranging from $50K–$250K+ ARR, and can navigate enterprise buying processes across Finance, Tax, Product, and Engineering teams while clearly articulating ROI at the executive level
- Proven track record as a Mid-Market Account Executive selling complex SaaS/API solutions into the C-Suite and senior executives
- Experience with FinTech or API-first SaaS
- Strong command of Salesforce for pipeline management and forecasting
- Demonstrated ability to run structured, consultative sales cycles (MEDDPICC/SPICED)
- Skilled at building ROI-driven business cases and selling on value (not features)
- Exceptional communicator with the ability to engage both C-level executives and technical stakeholders
- Highly coachable, curious, and motivated to continuously learn and refine your craft
- Demonstrated ability to integrate AI tools into day-to-day sales execution and continuous improvement
What the job involves
- As a Mid-Market Account Executive, you’ll play a pivotal role in scaling our AI-driven SaaS business, driving revenue, and helping shape the future of the global market
- You’ll partner with technical and executive stakeholders to solve complex compliance challenges and help scale a high-growth, API-first business
- Account research: Use AI to rapidly synthesize public signals on prospective accounts- funding events, leadership changes, regulatory exposure, expansion into new markets. Arrive at every outreach and discovery call better prepared than the competition
- Opportunity analysis: Apply AI to audit your own deals- identifying MEDDPICC gaps, surfacing risks before forecast calls, and pressure-testing your close plan before it goes to your manager
- Call intelligence: Review your own call transcripts with AI to identify missed discovery questions, objection patterns, talk time balance, and coaching moments with a mindset of continuous self-improvement
- Prospect identification: Use AI to systematically surface high-value accounts that match our ICP based on trigger events, hiring signals, tech stack, and compliance exposure- going beyond a static list
- Output quality: Draft tailored follow-up emails, business cases, and proposals faster and at a higher standard- using AI to sharpen the first draft, not replace the thinking behind it
- Generate new pipeline through strategic outbound prospecting into key buyer personas (Tax, Finance, Product, Engineering etc.)
- Lead deals through a structured, enterprise SaaS sales process (Winning by Design SPICED or MEDDPICC)
- Build and deliver compelling, value-based pricing proposals
- Quantify and present ROI with data-driven business cases and customer impact studies
- Drive consultative discovery and position our API-first solution as the go-to platform for compliance
- Partner with internal teams to ensure a seamless buying journey and high-value customer outcomes
- Operate autonomously, identifying pain points and tailoring our solutions to client-specific needs
- Share insights from the field to influence sales strategy and go-to-market execution
Our take
It's never been simpler to set up a business online. Tools like Stripe, Intercom, and Twilio have enabled entrepreneurs to sell to millions of consumers and businesses across borders. But managing tax compliance remains a minefield that gets even more intense as companies grow and scale internationally.
Fonoa removes the challenge of managing indirect taxes from the everyday business of digital-native companies, with a suite of plug-and-play products that make up its global tax compliance platform. Since launching in 2018, the company has expanded its product suite heavily and secured big-name clients such as Booking.com, Spotify, Teachable, Uber and Zoom.
With strong funding under its belt and the 2026 acquisition of global tax compliance company Indirect Tax Edge (Edge), Fonoa has continued to develop towards becoming a fully international player offering services on a global scale. The company is focusing on a full tax stack approach for growth, prioritising technology to suit the digital business models of today. Through this, Fonoa is well-poised to tackle an almost unending market that has catapulted other startups to Unicorn status.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
196% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
May 2026
$110m
SERIES C
Jul 2022
$60m
SERIES B
Total funding: $195m
Company benefits
- Stake in the company: You'll have equity in Fonoa so when we win, you win.
- 25 days paid time off (PTO):Relax, recharge, and come back ready to conquer the (tax)w world.
- Team offsites: Departments and teams organize their own offsites throughout the year - to collaborate, strategize, and spend time together.
- Lunch on us: Bi-Weekly team lunches: Bond with colleagues in the office or virtually.
- Home office allowance: Want a more comfortable chair? Need a new monitor? Would you like to make your space more inspiring? Create the perfect setup at home.
- FUNoa: Once a year, we bring the entire company together for learning, bonding, and fun in a unique and inspiring location somewhere in the world.
Company HQ
North City, Dublin, Ireland
Leadership
Davor Tremac
(CEO)Prior to Fonoa, Davor was a GM at Uber for Southeastern Europe for 4 years, worked in consulting with McKinsey for a decade, and founded a VC-backed startup, Gourmeo.
Filip Sturman
(Co-Founder & COO)Former CPO of the company. Before Fonoa, was a business operator at Uber, Uber Eats, and Trivago between Croatia, Spain, and Germany.
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