# Fonoa - Enterprise Account Executive (San Francisco) at deCircle

> Hybrid · United States · Unspecified · Other · open. Source: https://alderhq.app/jobs/recruitee%3Adecircletalentpartner%3A2779787 (read 2026-11-08).

## Facts (observed)

- Company: [deCircle](https://alderhq.app/companies/decircle)
- Location text: San Francisco, California, United States
- Where it can be done from (inferred): Hybrid · United States (evidence: "Location: San Francisco, California, United States")
- Posted: 2026-10-12 (26 days ago)
- First seen by alder: 2026-11-04 · last verified: 2026-11-04
- Reposted: 0 times · edited: 0 times
- Apply on the employer's site: https://talent.makerdao.network/o/fonoa-enterprise-account-executive-san-francisco

## Pay and sponsorship

- Posted pay: $155k–$165k per year (from the description)
- Market band for similar posted roles (SF Bay Area, n 2435): p25 $100k, median $157k, p75 $210k

## Description (the employer's text)

Source: Paraform - https://www.paraform.com/share/fonoa/cmtk9gpws00020cl6x3m40dzg

Compensation: $155,000-$165,000 base + commission (OTE $310,000-$330,000) + competitive equity + benefits.

Location: San Francisco, CA - hybrid, 1x/week in office. Visa: generally not open to visas (US citizen / Green Card).

### About this role

Enterprise Account Executive to drive Fonoa's growth by acquiring and expanding enterprise customers across software platforms, marketplaces and digital services. Own the end-to-end enterprise sales cycle, from building pipeline to closing new ARR and expanding strategic accounts, selling a modern API-driven global tax automation platform trusted by Zoom, Uber and Booking. Work cross-functionally with Marketing, Product, Solutions Engineering and Customer Success.

### What will you be doing?

Generate new pipeline by prospecting into Head of Tax, CFO and Tax Manager personas at enterprise digital platforms and marketplaces

Manage live opportunities through a structured enterprise sales process (SPICED/MEDDPICC), closing deals valued at $100K+ ARR

Develop and present value-driven pricing proposals and ROI models to multi-stakeholder buying committees across global markets

Craft strategic account plans and run QBRs, unlocking upsell and cross-sell over 12-18 month roadmaps

Build deep relationships with senior stakeholders, positioning Fonoa's API-driven tax solution for compliance, risk mitigation and international scalability

### Tools / methodology

Salesforce, MEDDPICC, SPICED (Winning by Design), Challenger

### About Fonoa

Tax Operating System for autonomous indirect tax: tax ID validation, real-time tax determination, e-invoicing and returns across 120+ countries. Clients include Canva, Netflix, Spotify, Uber, Zoom, Booking.com. Founded 2018, 260 employees, $195M total funding. API-native, AI-first alternative to Avalara, Vertex, Sovos, Thomson Reuters.

### Requirements

7-10 years selling complex B2B SaaS to enterprise clients (role intro says 4+ years)

Track record closing $100K+ ARR deals with multi-stakeholder buying committees

Structured methodology: MEDDPICC / SPICED / Challenger; Salesforce

Thrives in a scaling SaaS environment building repeatable sales motions

US citizen or Green Card holder (generally no visa sponsorship); SF-based, hybrid 1x/week

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Data: alder (https://alderhq.app). Cite https://alderhq.app/jobs/recruitee%3Adecircletalentpartner%3A2779787 and the date you read it. Observed facts come from the employer's own listing; location reach, level, family and skills are inferences.