Solution Architect

Solution Architect (Post-Sales Implementation)

Company: Fonoa
Location: Hybrid in New York, NY or San Francisco, CA
Compensation: $180,000 - $200,000 + competitive equity
Employment Type: Full-time
Visa Sponsorship: Not available (US citizens and green card holders)

About Fonoa

Fonoa is the Tax Operating System for autonomous tax: AI that tracks every rule, acts on every obligation and proves every decision. Its modules cover the full indirect tax lifecycle (tax ID validation, real-time tax determination, e-invoicing and returns) on one data model with one audit trail. It operates across 120+ countries and is trusted by Canva, Netflix, Spotify, Uber, Zoom and Booking.com.

Founded in 2018, Fonoa has about 260 people, doubles ARR each year and has raised $195M, including a $110M Series C.

The Role

Fonoa is hiring a Solution Architect (3-6 years) to own the technical implementation of enterprise e-invoicing and indirect tax compliance integrations. You will join a growing post-sales team and partner directly with client engineering teams to take projects from kickoff through go-live across 120+ countries. This is an individual contributor role.

What You Will Do

• Own end-to-end technical implementation of client onboarding, from requirements and solution design through go-live and hypercare.
• Build and troubleshoot integrations hands-on with REST APIs, JSON/XML payloads, webhooks and data mappings alongside client engineers.
• Translate country-specific e-invoicing mandates and indirect tax requirements into scalable API-level designs.
• Manage technical and non-technical stakeholders, running project syncs and on-site visits as needed.
• Feed structured product feedback from implementations to Product and Engineering.

What You Bring

• 3-6 years as a Solutions Architect with post-sales experience at a B2B SaaS or API company selling to enterprise or mid-market
• Direct hands-on work with REST APIs, JSON/XML, webhooks and authentication flows; able to describe building or debugging an integration in detail
• Integration experience with ERP, billing or financial systems (SAP, Oracle, NetSuite)
• Strong client-facing stakeholder management as an individual contributor
• Bachelor's degree
• Based in New York or San Francisco for hybrid in-office work

Nice to Have

• Fintech, tax tech or compliance software (e.g. Avalara, Vertex, Stripe Tax)
• High-growth startup or scale-up experience (Series B-D)
• Payments or accounting exposure, including Big Four followed by SaaS implementation
• Indirect tax concepts (VAT, GST, e-invoicing mandates)
• Pre-sales partnership: demos, discovery calls and deal support

Interview Process

Talent acquisition screen (30 min), hiring manager interview (45 min), panel presentation and meet the team (2-3 hours), founder interview (60 min).

Tech Stack

REST APIs, JSON, XML, webhooks, ERP systems (SAP, Oracle, NetSuite), API authentication, cloud technologies

REVENUE: 14% of first-year salary. Est. fee per hire $25K-$28K; 2 seat(s) = up to $53K if all filled.

TARGET COMPANIES (suggested): Avalara, Vertex, Stripe, Anrok, Sovos, Adyen.

BEST-FIT CANDIDATE: 3-6 yrs; post-sales SA at B2B SaaS/API; hands-on API integration detail (auth, payloads, mapping); ERP/billing integrations; visa: NO sponsorship; location: NYC or SF hybrid. Most common miss: API experience limited to pre-built connectors. Avoid 10+ yrs/overqualified, managers unwilling to IC, job hoppers.