SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Paddle is a Merchant of Record platform that simplifies payment infrastructure for digital product companies, serving over 10,000 software sellers across 245 territories. The company is backed by KKR, FTV Capital, Kindred, Notion, and 83North.
You will take full commercial ownership of Paddle's self-serve business line, owning it as a distinct revenue stream with accountability for unit economics, not just funnel metrics. Self-serve is a material and fast-growing part of Paddle's revenue, and this role requires an owner who thinks strategically about where and how it scales.
Key responsibilities include:
- Own the complete commercial line for self-serve: acquisition, adoption, revenue, and net retention. Drive unit economics improvements and carry the number end-to-end.
- Set strategic direction for self-serve, aligning Finance and Product behind a clear commercial view and executable plan.
- Own activation and time-to-value: evolve onboarding, lifecycle nurturing, and in-product experience to get customers to value faster while increasing volume.
- Define the customer profile that makes the economics work and co-own targeting strategy with Demand Generation against a shared ICP.
- Orchestrate cross-functional work across Finance, Product, Engineering, Demand Generation, Partnerships, and RevOps. Codify work streams with clear owners, influence roadmaps, and run regular business cadence.
- Deepen partner integrations by turning distribution relationships into well-integrated channels, owning commercial outcomes of partner-sourced volume.
- Design and run experimentation, tooling, and tracking to improve funnel codification, activation, and conversion. Apply AI pragmatically to raise velocity and quality.
- Own self-serve pricing and packaging as a commercial lever to ensure profitable scale.
- Operate with a small, focused team including engineering capacity. This is a hands-on role building and running the engine, not managing through layers.
You will work across a digital-first organization with hub locations in London (headquarters), Lisbon, Amsterdam, Dublin, and Toronto. The role offers flexibility in where, when, and how you work within hub locations.
REQUIREMENTS:
- Deeply experienced in a PLG or self-serve motion in a high-growth tech business, where you've built and owned the funnel (not sales-assisted or enterprise motion) and been accountable for the number, not adjacent to it.
- Commercial operator who has owned a revenue line, channel, or segment, operating in founder mode with instinct to understand economics, not just funnel metrics.
- Product-minded: prioritize ruthlessly, scope experiments tightly, work across the boundary between growth and product.
- Fluent at moving from data to commercial conclusions, with discipline to separate signal from noise and turn analysis into clear decisions.
- Sharp critical thinker who interrogates briefs, challenges assumptions, and is willing to conclude when something isn't worth investing in.
- Genuine cross-functional leader who has brought structure to multi-team programmes, influenced roadmaps you don't control, and run cadence that holds programmes together.
- Credible presence in front of senior stakeholders up to executive level; communicate with clarity and authority to drive decisions among competing priorities.
- Comfortable operating at altitude and in detail, always returning with a point of view, not just findings.
- Pragmatic use of AI: dynamic onboarding, predictive scoring, real-time segmentation as means to commercial outcomes.
