fonoa - Regional Sales Director - Strategic
Requirements
• 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 • 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
Responsibilities
• 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
Benefits
• 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. • 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 • 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.
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