Original listing text, shown exactly as published by the company.
The Role
We're looking for a Regional Sales Director – Strategic Accounts to lead a team of Strategic Account Executives focused on some of the world's most complex and ambitious companies.
This is a first-line leadership role that combines team leadership with active involvement in strategic deals. You'll help your team navigate complex buying environments, engage senior stakeholders, and expand Fonoa's footprint within global organisations.
You'll be responsible for driving predictable revenue performance, developing sales talent, and ensuring disciplined execution across the entire sales cycle.
Success in this role requires strong enterprise sales leadership, effective deal coaching, and the ability to align teams around customer outcomes.
What You'll Do
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
What We're Looking For
Required
- 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
Strong Signals
- 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
Why Sales Leaders Win at Fonoa
- 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
OnboardingYou'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. This notice explains how and why your data is collected and used, and how you can contact us if you have any concerns.
