Director, Sales Enablement

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.

Fonoas 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. Thats autonomous tax.

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The Director of Sales Enablement will build Fonoas 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.

Youll take Fonoas 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 youll embed methodology (e.g. MEDDPICC) evolve early onboarding into repeatable ramp and use field data to target the interventions that move deals.

A builders role for someone whos carried a number and can translate that into execution that scales.

• Turn a complex story into a simple one
  Take Fonoas 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

• 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 Fonoas 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 candidates 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.

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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.

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Required Experience:

Director