What you enable
Tax obligations severely impact the pace of companies' scale. Fonoa ensures these are always met, connecting the entire lifecycle into one platform. Your products are category defining.
First the intro...
I've spent the past 2.5 years making the sales engine @Aircall, a B2B SaaS unicorn, more efficient.
I created Outbound playbooks, deployed tools like Outreach & HubSpot to 100s of reps, ran value-based product workshops, onboarded over 60 SDRs & AEs and more...
I left earlier this year as I'm now eager to apply what I've learned to real customers, in an SDR capacity.
Why Fonoa?
Beyond stats like >£140m raised from Tier 1 VCs; 500m annual transactions processed; Canva & Spotify as customers, there are a few other reasons...
Your principles
Through your principles, Fonoa seems to reward teamwork, high agency and a strong shipping mentality. As you seek clever and curious people, this is exactly where I'd like to be.
How you're positioned
The digital payments economy is worth over $10tn. With taxes part of every transaction, Fonoa's opportunity is incredible, especially as tax obligations grow in complexity globally as seen with the rise of e-invoicing.
Your sales motion
With alumni from leading companies, your sales team works together to empower customers to scale in days, whilst shaping core GTM processes. I would be proud to contribute to this environment.
My alignment with your values
In my role at Aircall, I was the main PoC for any operational changes to SDRs & AEs.
To be successful required constant curiosity. From learning the technicalities of tools like Salesforce & Outreach, to writing social selling best practices and solving handover friction points, curiosity was paramount to understand how to improve processes.
As important as curiosity was the need for empathy — to drive real behavioural change meant embedding myself in reps' workflows. For any field trainings I led, my ethos was always: how can I make this change in behaviour easier?
I'm now excited to bring this curiosity and empathy to buyers to help educate them across the need and value of Fonoa's tax operating system.
My past environments have always demanded proactivity and a solution-driven mindset.
After a complaint from an SDR about an AI Voice Agent's live behaviour, I immediately partnered with its PM to understand the core issue, solve it & re-deploy these globally on our inbound lines, all within 2 weeks.
I've created dozens of Digital Sales Rooms and MAPs for customers that weren't used due to friction with my designs. I consistently owned & adapted these shortcomings to launch stronger versions.
I aim to bring the same energy to improving outreach strategies, learning from lost opportunities & continuously growing.
Having had as an audience 100+ sales reps across 3 GTM teams & 5 timezones, I learned the need to work through silos and get it done.
An onboarding program launched from scratch within 3 months; an outbound playbook built in 2 months; a 100+ slide pitch deck readied in 3 months; a new trial management process in 2 weeks...
This mentality is one I'd have as an SDR: beyond hitting outreach targets, always multi-threading, engaging in LinkedIn social selling, sharing video messages, being an early adopter of GTM tools and always providing feedback.
Working as a team is what's most important in sales, as ultimately the focus is on the buyer's experience across their entire journey.
This is something I learned when defining a first enterprise sales process at Aircall. Partnering with SDRs, AEs and CSMs, I learned what's always needed across handovers is communication to make these as smooth as possible.
Additionally, having been an early hire in my past teams, I've seen the value in working within meritocratic environments that are led by ideas rather than hierarchy.
One final note...
Whilst I'm very drawn to your product and values, I'm also conscious my experience is not a 100% match of what you're looking for in an SDR.
Ultimately I believe what I lack I can compensate through enthusiasm and a real eagerness to learn, which is why I would love to start a conversation for this SDR role.
For any references on my work, please don't hesitate to reach out to Stefano Perrotta, SVP Customer Solutions & Applied AI or Andreï Sochala, Global VP Sales @Aircall.