Director, Sales Enablement

The Role

The Director of Sales Enablement will build Fonoa's enablement function from the ground up, as the first dedicated enablement hire, with full ownership, at an AI-native Tax OS in aggressive scale mode. This is a role about changing how the field actually sells, not producing content and training decks.

You'll take Fonoa's complex, multi-product story and make it simple, then turn that into how reps run discovery, qualify, and close. Working hands-on with Sales Leadership and frontline managers, you'll embed methodology (e.g. MEDDPICC), evolve early onboarding into repeatable ramp, and use field data to target the interventions that move deals.

A builder's role, for someone who's carried a number and can translate that into execution that scales.

What You'll Do

• Turn a complex story into a simple one Take Fonoa's multi-product, multi-persona proposition (platform, tax engine, AI) and distil it into clear messages and narratives reps can actually use, tailored to each buyer from the CFO to the engineer

• Improve sales execution across the GTM organisation Identify where deals stall or performance drops, and drive targeted improvements in how reps run discovery, qualification, and deal progression

• Embed consistent ways of selling Operationalise methodologies (e.g. MEDDPICC) in a practical, repeatable way across teams

• Enable and scale through Sales Leadership Partner with frontline managers to reinforce behaviours, coach reps, and drive accountability in the field

• Own onboarding and ramp effectiveness Evolve bootcamps into structured, repeatable onboarding that reduces ramp time and improves early productivity

• Build a focused, high-impact enablement approach Prioritise field impact over content creation, using tools and automation where they directly improve execution

What We're Looking For

• Able to take a complex, multi-product, multi-persona picture, cut through it to the one message that matters, and build a story around it, then teach that story to anyone, from a rep to an engineer

• Background as an AE, Sales Leader, or GTM operator with strong credibility in the field

• A track record of strong commercial execution before moving into enablement or GTM improvement work

• Thrive in high-growth, scale-up environments with rapid change and ambiguity

• Experience improving how sales teams execute, not just designing training or content

• Deep experience implementing sales methodologies (e.g. MEDDPICC, Challenger, Command of the Message)

• Strong understanding of enterprise SaaS sales cycles and buyer personas, especially CFO and finance stakeholders

• Proven ability to improve ramp time and sales productivity through practical, execution-focused approaches

• Comfortable being both strategic and hands-on in execution

• Strong cross-functional collaborator who can influence senior stakeholders

• Data-driven mindset with experience measuring enablement impact

Fonoa is committed to fair and equitable compensation practices. The US base salary range for this full-time position is $200k - 270K OTE + Equity, and represents Fonoa's good faith and reasonable estimate of the range of possible compensation at the time of posting. Actual compensation will depend on a variety of factors unique to each candidate, including but not limited to, the candidate's years of experience, qualifications, relevant skill set, certifications, and geographic office location. Pay ranges may vary in different regions based on local market conditions and cost of labor.

To learn more about life at Fonoa and our benefits, please visit fonoa.com/careers.

Equal Opportunity Statement

At Fonoa, we seek candidates from a wide range of backgrounds and perspectives, and we are proud to be 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.

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.

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• In response to a formal complaint or charge

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• Consistent with Fonoa's legal obligations to disclose such information

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