Account Executive

Fonoa Account Executive

As a Fonoa 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. 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.

What You'll Bring to the Team

• Proven track record 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.

AI-Augmented Selling

• 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

Pipeline Generation

• 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.

Cross-Functional Collaboration

• 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.