About the role:As a Solutions Consultant ( Indirect Tax) at Fonoa, you will serve as the tax and technical authority throughout Fonoa's enterprise sales process. You will partner with our sales team to help the world's largest organizations understand how Fonoa solves their most complex indirect tax challenges, bridging the gap between a customer's tax, engineering, and finance teams and translating deep tax expertise into compelling, commercially relevant solutions.
What you will do:- Lead deep-discovery sessions to uncover indirect tax pain points, scoping how Fonoa integrates with ERPs, billing platforms, and CRMs.
- Design and deliver tailored product demonstrations anchored in a customer's specific VAT/GST and sales tax obligations, including determination logic, tax rules configuration, and product applicability.
- Scope how Fonoa's Tax Engine integrates with a customer's existing systems: ERPs (SAP, Oracle, NetSuite), billing platforms, AP/AR systems, and CRMs, producing clear integration playbooks and gap analyses.
- Produce technical scoping documents, gap analyses, and integration playbooks that give customers and internal teams a clear path to deployment.
- Champion the customer's voice internally, feeding real-world tax and integration requirements into the product roadmap through structured feedback loops with Product and Engineering.
- Develop and maintain internal enablement assets, such as playbooks, objection-handling guides, and tax explainers, so that Account Executives can run more informed discovery independently.
- Stay current on indirect tax regulatory developments and ensure Fonoa's go-to-market positioning reflects the evolving compliance landscape.
What we are looking for:Core (must-have)- Extensive hands-on indirect tax experience, with genuine depth in VAT/GST compliance.
- Working knowledge of US Sales Tax obligations and multi-state nexus compliance.
- Demonstrable experience with tax engine platforms, either configuring, implementing, or advising on solutions.
- Technical fluency in discussing REST APIs, with a solid understanding of how data flows between systems.
- Proven ability to lead structured discovery with senior stakeholders (Tax Directors, CFOs) and translate findings into a coherent solution design.
Strong plus:- Technical fluency in discussing REST APIs, with a solid understanding of how data flows between systems.
- Background in a tax technology vendor or a Big 4 technology consulting practice.
- Familiarity with returns and compliance workflows, not just determination.
- Experience scoping or advising on integrations with major ERP platforms, particularly SAP, Oracle, or NetSuite, in an indirect tax context.
- In-house tax technology experience at a large digital economy business (marketplace, fintech, SaaS).
- Experience operating in a pre-sales or solutions advisory capacity inside a high-growth B2B SaaS company.
You will thrive at Fonoa if:- You are comfortable driving in-person tax-focused customer technical workshop engagements.
- You take pride in the quality of your written output: a well-structured scoping document or gap analysis is something you care about deeply.
- You are value-driven; you enjoy the craft of helping customers solve genuinely hard problems.
- You communicate with precision: you can simplify without dumbing down, and you know the difference. You are skilled at explaining complex topics to both technical and non-technical stakeholders.
