Account Executive

As a Mid-Market Account Executive, you’ll play a pivotal role in scaling our AI-driven SaaS business, driving revenue, and helping shape the future of the global market. You’ll partner with technical and executive stakeholders to solve complex compliance challenges and help scale a high-growth, API-first business.

This role is ideal for a high-performing software seller who thrives in complex B2B SaaS environments, excels at hunting and closing multi-stakeholder deals ranging from $50K–$250K+ ARR, and can navigate enterprise buying processes across Finance, Tax, Product, and Engineering teams while clearly articulating ROI at the executive level.

What You’ll Bring to the Team

• Proven track record as a Mid-Market Account Executive selling complex SaaS/API solutions into the C-Suite and senior executives.

• Experience with FinTech or API-first SaaS.

• Strong command of Salesforce for pipeline management and forecasting.

• Demonstrated ability to run structured, consultative sales cycles (MEDDPICC/SPICED).

• Skilled at building ROI-driven business cases and selling on value (not features).

• Exceptional communicator with the ability to engage both C-level executives and technical stakeholders.

• Highly coachable, curious, and motivated to continuously learn and refine your craft.

• Demonstrated ability to integrate AI tools into day-to-day sales execution and continuous improvement.

AI-Augmented Selling

• Account research: Use AI to rapidly synthesize public signals on prospective accounts- funding events, leadership changes, regulatory exposure, expansion into new markets. Arrive at every outreach and discovery call better prepared than the competition

• Opportunity analysis: Apply AI to audit your own deals- identifying MEDDPICC gaps, surfacing risks before forecast calls, and pressure-testing your close plan before it goes to your manager

• Call intelligence: Review your own call transcripts with AI to identify missed discovery questions, objection patterns, talk time balance, and coaching moments with a mindset of continuous self-improvement.

• Prospect identification: Use AI to systematically surface high-value accounts that match our ICP based on trigger events, hiring signals, tech stack, and compliance exposure- going beyond a static list

• Output quality: Draft tailored follow-up emails, business cases, and proposals faster and at a higher standard- using AI to sharpen the first draft, not replace the thinking behind it

Pipeline Generation

• Generate new pipeline through strategic outbound prospecting into key buyer personas (Tax, Finance, Product, Engineering etc.)

• Lead deals through a structured, enterprise SaaS sales process (Winning by Design SPICED or MEDDPICC).

• Build and deliver compelling, value-based pricing proposals.

• Quantify and present ROI with data-driven business cases and customer impact studies.

• Drive consultative discovery and position our API-first solution as the go-to platform for compliance.

Cross-Functional Collaboration

• Partner with internal teams to ensure a seamless buying journey and high-value customer outcomes.

• Operate autonomously, identifying pain points and tailoring our solutions to client-specific needs.

• Share insights from the field to influence sales strategy and go-to-market execution.

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.