Fonoa is the Tax Operating System for autonomous tax. AI that tracks every rule, acts on every obligation, and proves every decision, built on modular infrastructure.
Fonoa's modules cover the full indirect tax lifecycle: tax ID validation, real-time tax determination, e-invoicing, and returns. All on one shared data model and integration, with one audit trail. Each added capability makes the others stronger.
Agents monitor obligations, populate returns, catch anomalies and assemble audit packs in seconds. The system does the work. Humans make the calls. That's autonomous tax.
Trusted by Canva, Netflix, Spotify, Uber, Zoom and Booking.com.
Find out more: www.fonoa.com
The roleThe 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 doTurn 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 engineerImprove 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 progressionEmbed consistent ways of selling
Operationalise methodologies (e.g. MEDDPICC) in a practical, repeatable way across teamsEnable and scale through Sales Leadership
Partner with frontline managers to reinforce behaviours, coach reps, and drive accountability in the fieldOwn onboarding and ramp effectiveness
Evolve bootcamps into structured, repeatable onboarding that reduces ramp time and improves early productivityBuild a focused, high-impact enablement approach
Prioritise field impact over content creation, using tools and automation where they directly improve execution
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.
Additional Information
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.
If you require a reasonable accommodation to search for a job opening, apply for a position, or participate in the interview process, please contact us via email at [email protected] and describe the specific accommodation needed due to a disability-related limitation.
Examples of reasonable accommodations include, but are not limited to:
Receiving application materials in an alternate format
Conducting interviews in an accessible location
Being accompanied by a service animal
Having a sign language interpreter present during interviews
We respond to accommodation requests within three business days. Please note that non-disability related inquiries, such as application status follow-ups, may not receive a response through this channel.
Fonoa will not discharge or otherwise discriminate against employees or applicants for discussing or disclosing their own pay or the pay of another employee or applicant. However, employees who have access to compensation information as part of their essential job functions may not disclose this information to others who do not have access, unless it is:
In response to a formal complaint or charge
In furtherance of an investigation, proceeding, hearing, or legal action
Consistent with Fonoa’s legal obligations to disclose such information
As part of the recruitment process at Fonoa, we process your personal data in accordance with our Privacy Notice for Job Applicants. This notice explains how and why your data is collected and used, and how you can contact us if you have any concerns.
Skills Required
- Ability to distil multi-product, multi-persona propositions into simple, usable sales narratives
- Background as an AE, Sales Leader, or GTM operator with strong field credibility
- Proven commercial execution track record prior to enablement or GTM improvement work
- Experience improving how sales teams execute (not just designing training/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 finance/CFO stakeholders
- Proven ability to improve ramp time and sales productivity via practical, execution-focused approaches
- Comfortable being both strategic and hands-on in execution
- Strong cross-functional collaboration and ability to influence senior stakeholders
- Data-driven mindset with experience measuring enablement impact
- Ability to thrive in high-growth, scale-up environments with rapid change and ambiguity
Fonoa Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Fonoa and has not been reviewed or approved by Fonoa.
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Equity Value & Accessibility — Equity is included as a core element of pay, framed as a “stake in the company,” signaling meaningful ownership access for employees. This positions total compensation beyond cash alone.
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Leave & Time Off Breadth — Generous paid time off is explicitly offered as part of the package, emphasizing the ability to rest and recharge. This contributes to a more balanced total rewards mix.
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Wellbeing & Lifestyle Benefits — Home‑office allowance, regular team connection activities, and company offsites are highlighted as ongoing lifestyle and community perks. These elements support remote work effectiveness and team cohesion.
Fonoa Insights
What We Do
Fonoa is a global tax automation and compliance solution provider that helps companies streamline the entire transactional chain. We empower digital businesses to easily handle tax compliance with solutions like tax calculations, invoicing, tax ID validations and more – all from one platform. With Fonoa, your company can: - Instantly validate tax ID numbers from 95+ countries - Report transactions in accordance with local tax law, including DAC7 - Apply the correct indirect and withholding tax treatment to each transaction - Issue custom-branded tax invoices in locally compliant languages and formats - Automatically populate tax returns ready for filing - Maintain compliance at scale See why companies like Zoom, Uber, Booking, and Remote.com trust Fonoa to automate and manage their global tax obligations.
Why Work With Us
Fonoa is redefining tax compliance infrastructure for the AI era - API-first, end-to-end, and built from the ground up while competitors patch legacy systems. With customers like Uber, NVIDIA, and Meta, product-market fit is proven. At Series C with 250 people and a growing US team, it's early enough to shape something, late enough to matter.
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