Job Description

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, to expand their international offerings more quickly and stay tax compliant.

About the Role

As Product Marketing Lead, you'll own the product marketing function end-to-end as a senior

individual contributor. You'll translate the AI Tax Operating System strategy into positioning,

launch narratives, sales assets, and competitive plays — shipped on a release-by-release

cadence.

You'll sit at the intersection of Product, Sales, and Marketing — the connective tissue that turns

complex regulatory and technical concepts into clear, compelling value for our buyers. A key

part of this role is driving a narrative shift: moving Fonoa's GTM from compliance-first

messaging to business transformation, so we speak directly to the CFO as our executive buyer.

This is a hands-on IC role with no direct reports. It reports to the VP of Global Marketing with

high visibility at the founder level, partnering closely with Product, Revenue, and Customer

Success across EMEA and the Americas.

What You'll Own

• Product narrative & positioning. Own the category frame (Tax Operating System) and evolve the messaging discipline across Know, Act, and Prove as the product ships.

• Go-to-market & launches. Own launch PMM for our 2026 AI product releases Intelligence, Agents, Audit, and the MCP Tax Server. For each: external narrative, sales talk track, battle cards, and analyst angle.

• Competitive positioning. Own how we talk about our competitive landscape — from Vertex, Avalara, and ONESOURCE to Anrok, Harvey, and TaxGPT. Keep battle card live and usable. Have a point of view, not just a summary.

• Sales enablement. Own the PMM half of enablement — first-call deck, persona one-pagers, module decks, objection-handling guides, and ROI framing. Make sure every commercial team member tells the same story.

• Pricing & packaging narrative. Partner with Finance and Product to frame pricing across our enterprise ACV motion, emerging PLG tier, and usage-based AI pricing.

• Proof-point development. Turn customer outcomes into crisp case studies, reference quotes, and solution-outcome numbers that replace feature-first selling.

• Voice of the market. Read competitor releases, listen to sales calls, and feed patterns back into messaging and roadmap. Pattern recognition, not market research.

Who We're Looking For

• 5–8 years of B2B product marketing experience, ideally at a high-growth SaaS,

• API-first, or fintech company at Series B to D stage. Scale-up experience strongly preferred.

• Dual-buyer experience. You've marketed to both a technical buyer (engineers, CTOs) and a business buyer (CFOs, finance leaders) in the same company — not one or the other.

• Has lived through a major repositioning — where the messaging, pitch, website, and competitive frame all had to change at once. You can describe specifically what you owned.

• Has shipped an AI product narrative recently and understands the difference between selling AI and selling the infrastructure it runs on — this is the exact Fonoa framing.

• A strong, precise writer. Direct, human, zero corporate filler. Writing is the first screen.

• Competitive by instinct. You can name competitors with a specific point of view and have a draft response ready the same day they make a move.

• Ideally have been a founding or first PMM — this is non-negotiable. You know what it means to build the function, not just inherit it.

Bonus: an eye for design and the ability to give sharp feedback on decks, one-pagers,and product collateral.

Fonoa is committed to fair and equitable compensation practices. The US base salary range for this full-time position is $220K -$280K + 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

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