Regional Sales Director - Strategic

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 http://Booking.com. Find out more: www.fonoa.com http://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 https://www.fonoa.com/legal/privacy-notice-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.