Strategic Account Executive, Player-Coach

Paddle offers digital product companies a completely different approach to their payment infrastructure. Instead of assembling and maintaining a complex stack of payments-related apps and services, we’re a Merchant of Record for our customers. That means we take away 100% of the pain of payment fragmentation. It’s faster, safer, cheaper, and, above all, way better. We’re backed by investors including KKR, FTV Capital, Kindred, Notion, and 83North and serve over 5000 software sellers in 245 territories globally.

The Role: We are looking for a resourceful, ambitious, and autonomous sales leader and specialist, preferably with a strong understanding of SaaS or Payments, to join Paddle during a period of unprecedented growth. As a Strategic Account Executive, Player-Coach, you will occupy a unique hybrid role: acting as a high-impact individual contributor closing our most complex deals, while simultaneously serving as a mentor and tactical guide for a small team of upmarket and strategic AEs. As a senior member of our Sales team, your primary focus will be to convert qualified leads into delighted Paddle customers. You’ll engage directly with a diverse range of companies, from high-growth AI and mobile app studios to established enterprise SaaS businesses, as they navigate their global e-commerce and billing needs. Beyond your own quota, you will be a guide for the Strat AE team, providing the support and guidance necessary to navigate complex, multi-threaded selling environments.

What you’ll do:

• Own & Grow a Strategic Book: Manage a high-value portfolio of existing Paddle customers, developing long-term account plans to maximize Net Revenue Retention (NRR).
• Quarterback the new channels and product launches: Lead the full sales cycle for demoing new features and closing complex cross-sell deals. Work closely across both the customer and Paddle stakeholders to find new win-wins (including CSMs, Product, Exco, Leadership).
• Executive Relationship Building: Move beyond the day-to-day users to build "multi-threaded" relationships with CFOs, CTOs, and Founders, positioning Paddle as a critical partner in their global growth. This involves regular travel for events and customer onsites.
• Data-Driven Consulting: Partner with our Data and Success teams to deliver Quarterly Business Reviews (QBRs) that provide actionable insights on how the customer can optimize their pricing, checkout, and tax compliance.
• Feedback Loop: Act as the "voice of the customer" for our Product team, identifying common expansion blockers or feature requests from our largest sellers to help shape our roadmap.

We’d love to hear from you if you:

• Expansion Expert: You have 5+ years of closing experience in tech, SaaS and/or billing/payments, specifically with a track record of driving significant revenue growth within an existing customer base.
• The "Farmer" Mindset: You enjoy the "long game" of relationship building. You are as comfortable navigating a difficult renewal as you are pitching a new product line.
• Technically Minded: You can speak confidently about MoR (Merchant of Record) models, API integrations, and the nuances of global SaaS taxation.
• Consultative Seller: You don’t just "sell features"; you sell business outcomes. You understand how a change in a customer's billing logic can impact their bottom-line GMV.
• Collaborative Leader: You excel at "quarterbacking" internal teams, working seamlessly with Customer Success, Solutions Architects, and Legal to get complex deals over the line.
• Payments/Fintech/Mobile Growth Experience: Prior experience in the payments space or with subscription management tools.

Everyone is welcome at Paddle. At Paddle, we’re committed to removing invisible barriers, both for our customers and within our own teams. We recognise and celebrate that every Paddler is unique and we welcome every individual perspective. As an inclusive employer, we don’t care if, or where, you studied, what you look like or where you’re from. We’re more interested in your craft, curiosity, passion for learning and what you’ll add to our culture. We encourage you to apply even if you don’t match every part of the job ad, especially if you’re part of an underrepresented group. Please let us know if there’s anything we can do to better support you through the application process and in the workplace. We will do everything we can to support any accommodations needed. We’re committed to building a diverse team where everyone feels safe to be their authentic self. Let’s grow together.

Why you’ll love working at Paddle: We are a diverse, growing group of Paddlers across the globe who pride ourselves on our transparent, collaborative and respectful culture. We live and breathe our values, which are: Paddle for others, Paddle together, Paddle simply. We offer a full suite of benefits, including attractive salaries, stock options, retirement plans, private healthcare and well-being initiatives. We are a ‘digital-first’ company, which means you can work remotely, from one of our stylish hubs, or even a bit of both! We offer all team members unlimited holidays and enhanced parental leave. We invest in learning and will help you with your personal development via constant exposure to new challenges, an annual learning fund, and regular internal and external training.