Regional Sales Director – Strategic Accounts

Lead the Enterprise Growth Engine Behind Autonomous Tax

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.

We operate across 120+ countries, with clients going live in weeks, if not days.

Trusted by Canva, Netflix, Spotify, Uber, Zoom and Booking.com.

Find out more: www.fonoa.com

Why Join Fonoa?

We're building the infrastructure that enables autonomous tax for some of the world's most recognisable companies.

Our customers operate across multiple markets, navigate complex compliance requirements, and rely on Fonoa to help them scale globally with confidence.

As Regional Sales Director – Strategic Accounts, you'll lead a team responsible for expanding relationships within these organisations and helping them solve increasingly complex tax and compliance challenges.

This is an opportunity to join a company operating in a large and growing market, work with globally recognised brands, and play a key role in building the next stage of Fonoa's enterprise sales organisation.

The Role

We're looking for a Regional Sales Director – Strategic Accounts to lead a team of Strategic Account Executives focused on some of the world's most complex and ambitious companies.

This is a first-line leadership role that combines team leadership with active involvement in strategic deals. You'll help your team navigate complex buying environments, engage senior stakeholders, and expand Fonoa's footprint within global organisations.

You'll be responsible for driving predictable revenue performance, developing sales talent, and ensuring disciplined execution across the entire sales cycle.

Success in this role requires strong enterprise sales leadership, effective deal coaching, and the ability to align teams around customer outcomes.

What You'll Do

Team Leadership

Lead, develop, and coach a team of Strategic Account Executives
Set clear performance expectations and support individual development
Provide hands-on guidance throughout the sales cycle, from account planning through to negotiation and close
Foster a culture of accountability, collaboration, and continuous improvement
Support hiring, onboarding, and development of top enterprise sales talent

Strategic Account Growth

Drive revenue growth across a portfolio of global enterprise accounts
Support account planning, stakeholder mapping, and multi-threading strategies
Help teams identify expansion opportunities across business units, geographies, and product lines
Build relationships with senior executives and decision-makers within customer organisations
Ensure a consistent focus on customer value and long-term partnership development

Sales Execution

Drive accurate forecasting, pipeline management, and quota attainment
Coach teams on deal strategy, qualification, and execution
Support complex enterprise opportunities, including executive alignment and commercial negotiations
Embed consistent use of sales methodologies such as MEDDPICC and Challenger
Identify risks early and take action to improve deal outcomes

Cross-Functional Leadership

Partner closely with Marketing, Product, Customer Success, Alliances, and Partnerships teams
Leverage strategic partners, including Big 4 firms and technical alliances, to accelerate opportunities
Align internal stakeholders around customer priorities and commercial objectives
Represent Fonoa in customer meetings, partner engagements, and industry events

What We're Looking For

Required

Experience leading Enterprise Account Executives or Strategic Account Executives within a SaaS environment
Proven track record of closing and supporting complex, multi-stakeholder enterprise deals
Strong leadership and coaching capabilities
Experience managing long sales cycles and navigating complex buying processes
Strong forecasting, pipeline management, and sales execution skills
Ability to build credibility with senior customer stakeholders and executive buyers
Experience working cross-functionally across multiple business functions

Strong Signals

Experience selling into global enterprise organisations
Strong understanding of value-based selling and enterprise account planning
Experience working with consulting partners, systems integrators, or alliance ecosystems
Demonstrated success building and scaling high-performing enterprise sales teams

What This Role Is Not

A second-line leadership position removed from deals and customers
A player-coach role carrying an individual sales quota
A channel-only or partner-focused sales role
A sales operations or enablement position
A transactional sales management role focused on short sales cycles

Why Sales Leaders Win at Fonoa

Mission-critical platform solving a complex global challenge
Large and growing addressable market
Strong fit within complex enterprise environments
Clear land-and-expand opportunity across global accounts
High-impact leadership role with visibility across the business
Opportunity to build, develop, and scale a world-class strategic sales team

Onboarding

You'll go through a structured onboarding programme that combines product immersion, market education, and sales methodology training.

Our goal is to quickly equip you with the knowledge, context, and support needed to coach your team effectively, engage in complex enterprise opportunities, and contribute from day one.

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.

Regional Sales Director - Strategic