• Lead Management : Contact and qualify inbound leads using CRM support and structured qualification processes • Initial Conversations : Conduct 15-30 minute phone conversations to qualify/disqualify leads effectively • Proposal Meetings : Lead 30-minute Google Meet sessions where offers are created live during calls • Onboarding Handoff : Manage smooth transitions to onboarding team with kickoff calls including onboarding experts and customers • Daily Pipeline Reviews : Collaborate with Co-Founder Richard on daily pipeline analysis and strategy refinement • Process Documentation : Create and maintain sales processes and playbooks for scalable growth • CRM Development : Actively contribute to shaping and improving their internal CRM system

• Serve as a consultative trusted advisor with a core focus on developing and closing new business opportunities with prospective Xelix customer. • Manage a portfolio of prospects at various stages of sales cycle with leads developed by the Xelix partner network. • Conduct assessments to understand prospects pain-points and develop roadmap and business cases for their finance transformation using Xelix solutions. • Manage and forecast sales activity and opportunities by flawlessly executing the Xelix sales process and playbook. • Iterating our existing processes and playbooks to fit the US market. • Attend in-person meetings on client site, as well as industry events, such as user groups, trade shows and conferences to build and manage relationships with prospective and existing customer base.

Span exists to help engineering organizations turn AI adoption into real effectiveness. As AI tools reshape how software gets built, the teams that continuously improve how their teams use AI in their day to day will pull ahead. We're the AI-native engineering intelligence platform built for that moment. We're looking for people who want to shape how the next generation of high-performing engineering orgs operate. We're on the lookout for an Account Executive to help us shape our journey at Span. If you’re passionate about sales and passionate about selling to technical end users, keep reading! What You’ll Be Up To: - You’ll deeply understand and empathize with our buyer, crafting the perfect pitch, fostering relationships, and driving follow up to build meaningful partnerships. - Get ready for engaging chats—both technical and business-focused—with our up-market clients. - You’ll navigate intricate deal cycles, showcasing Span through product demos, handling proofs-of-concept, and crafting compelling business case studies. - Regular reporting and updates will be your jam as you share analytics and forecasts with the company. - Work closely with our CEO, CTO and Engineering team to ensure smooth pre-sales and post-sales processes. What we’re looking for: - 7+ years of B2B sales experience, especially at a startup. - Experience selling to CTOs, VPs of Engineering, or similar roles. - A history of closing deals from 150k- 300k ARR. - A passion for learning and self-improvement— you’re not afraid of a challenge and can thoughtfully implement feedback immediately. - Team players who want to win on an individual and company-wide level. - Competitive and goal driven individuals who have a track record of smashing their sales goals. - You thrive in a fast-paced, start-up environment and embrace the hustle. Bonus Points If You Have: - Experience as an early sales hire at another startup. - Developing a sales methodology from first principles- understanding the unique needs of Span and our buyers and developing sales principles that meet our product– even if it’s not “how it’s normally done” - Experience embracing new tools and technologies, including AI, to make you and your team more efficient. If this excites you, we’d love to chat! Let’s make some waves together at Span! Backed by dozens of founders and CTOs we admire from places like Slack, Notion, Rippling, Fivetran and Coda, CPOs from places like Adobe and Square, as well as funds like Alt, BoxGroup, Bling, Craft, and SV Angel who dare to dream with us.

At Fonoa, we are transforming how digital-first companies stay tax-compliant. We provide simple and modular API solutions that easily integrate into any existing workflow. Through our technology-first approach, we reduce manual processes, increase compliance, and reduce the cost of operations when transacting and scaling internationally. We are solving one of the largest yet unsolved problems in global e-commerce. Our tax automation software enables companies such as Uber, Zoom, Booking.com, Squarespace and Rappi to expand their international offerings more quickly and stay tax-compliant. Role description: As a Strategic Account Executive specializing in Tax Technology, you will be a critical Commercial team member, driving revenue and contributing to our growth through a land-and-expand model. Your mission is to execute our sales strategy for our Ideal Customer Profile (ICP) across software, marketplaces, and digital services accounts in tax technology. With a select portfolio of targeted, strategic accounts, you’ll focus on net new and expansion business opportunities, cultivating deep relationships and expanding our footprint within each account. You will manage the entire sales lifecycle from prospecting to deal closure and ongoing account management. Your role will also support refining our sales processes, meeting performance metrics, and accelerating revenue growth. What you will do : Sales & Prospecting: - Generate a new sales pipeline from prospecting activities into buyer personas such as Head of Tax, CFO, Tax Manager, etc. - Manage live opportunities through an enterprise sales process using our Winning by Design (SPICED) or MEDDPICC sales methodology. - Develop and present value-driven pricing quotations. - Collaborate with clients to establish clear ROI metrics and generate comprehensive impact case studies. - Foster deep relationships with a range of senior stakeholders and clearly position our value proposition of providing an API-driven tax solution that helps companies with compliance, fine mitigation, and scalability around the world. Customer Relationship Management: - Craft strategic plans and conduct QBRs with customers, unlocking clear upsell and cross-sell roadmaps and solution planning for the next 12-18 months and beyond. - Uphold accurate Salesforce hygiene, including comprehensive meeting notes and deal forecasting. Team Collaboration: - Coordinate with the wider project team, maintaining a clear internal communication cadence. - Operate with autonomy, swiftly grasping customer needs and pain points. Requirements: - Extensive experience as a Strategic Account Executive - Proven track record in selling complex Enterprise B2B SaaS/API solutions that address a unique business problem. - Strong experience in using Salesforce to manage and forecast your business. - Ability to implement and adhere to structured sales processes and methodologies. - Exceptional talent for cultivating client relationships and devising strategic plans. - Highly coachable and eager to adapt and learn. - Excellent communication skills, both verbal and written. - Experienced in value-based pricing strategies and using Return on Investment/ Business Cases Top Traits: - Hunter/ New Business focused - Tech/ Software Sales background - Deep enterprise-level deal experience - Experience selling into senior finance personas within the software/ digital vertical Fonoa is committed to fair and equitable compensation practices. The US base salary range for this full-time position is $160,000 - $185,000 + commission + equity + benefits, 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 people-ops@fonoa.com 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.