About Fonoa
Founded in 2019, Fonoa is a global tax automation platform built for the complexity of modern
digital business. We are building the global standard for indirect tax compliance — VAT, GST,
and sales tax, automated through a single API platform at scale. Our customers include Uber,
Nvidia, Meta, Google, Netflix, Airbnb, which gives you a sense of the complexity we're solving
for.
We're now making a significant shift: repositioning from a tax compliance API into an AI-native
Tax Operating System — the infrastructure that AI agents call to execute tax. This isn't a
rebrand. It's a category shift, and we need the person who brings it to market.
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 cards
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.
What You Won't Own
● Brand, design, and website build. Owned by the Head of Marketing — PMM drives
copy and narrative, not the visual system.
● Demand generation and campaigns. Owned by Marketing. PMM supplies the story,
not the spend.
● Enablement programmes. Bootcamp, certification, and Gong scorecards are owned by
the Head of GTM. PMM supplies the content.
● Analyst and PR execution. Agency-led with Marketing. PMM supplies the substance
and the briefings.
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 London, England Office
151 Wardour Street, London, England, United Kingdom, W1F 8
