Strategic Sales Leader, EMEA Upmarket

What do we do?

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 6000 software sellers in 245 territories globally.

The Opportunity:

Paddle is entering its next chapter of growth, and we’re looking for a strategic sales leader to own it in EMEA.

This is not a management role for the faint-hearted. We’re looking for someone who has seen great, built great, and can walk the walk - an operator who can align the team around a compelling vision for how Paddle wins in the upmarket segment, and then roll up their sleeves to make it happen alongside their team.

You will lead Paddle’s Upmarket GTM motion across EMEA, working with some of the fastest growing SaaS, mobile app and AI scale ups such as n8n, Codeway and Runna.

These are ambitious, high-velocity businesses navigating global expansion, monetisation complexity, and billing infrastructure decisions that will define their next decade of growth. You’ll position Paddle as the strategic partner of choice at exactly that moment.

The Role:

You will own and lead Paddle’s EMEA Upmarket sales team, building up a team of 5 IC’s comprising new business hunters and portfolio account farmers; winning net new logos & expanding a rich set of existing Paddle accounts where we hold partial wallet share but have significant runway to expand brand capture, increase share of wallet, and extend geographic ownership.

You own the number. Bookings and revenue. Delivering it through the effective leadership of your team and your own direct, hands-on contribution.

This role sits at the intersection of strategy, cross-functional choreography, & best in class execution.The best candidate will be someone who can operate at all three levels simultaneously, not just one.

What you’ll do:

Develop and lead a Best-in-Class Upmarket GTM Motion:

• Design and execute a territory development strategy that maximises Paddle’s presence across the highest-potential SaaS, mobile apps and AI scale ups in EMEA.
• Act as the glue in a cross-functional go-to-market effort across marketing, events, partnerships, solution engineering, and executive sponsorship - ensuring every major deal has the full force of Paddle behind it.
• Create repeatable, scalable playbooks for both new business acquisition and portfolio expansion.

Own the Number and Drive Performance:

• Take full accountability for EMEA Upmarket bookings and revenue targets.
• Maintain a rigorous and forward-looking view of pipeline health, forecast accuracy, and deal velocity.
• Be a hands-on contributor - running your own strategic deals in parallel with leading the team.

Develop & Coach the Craft of Strategic Value Selling:

• Coach and develop your team in multi-threaded, executive-level selling - moving conversations beyond product features to business outcomes and strategic partnership.
• Drive great deal execution: structured qualification, strong commercial discipline, and decisive close plans.
• Build a culture of continuous improvement, with a high bar for what “great” looks like in discovery, storytelling, and negotiation.

Expand and Protect Paddle’s Portfolio Accounts:

• Partner with your farming AEs, working closely with CSMs to identify and execute expansion opportunities within existing accounts - increasing share of wallet, geographic reach, and product adoption.
• Serve as an executive sponsor on key accounts, building deep relationships with CFOs, CTOs, and Founders.
• Work closely with Customer Success, Solutions Engineering, and Product to close the loop between what customers need and what Paddle builds.

Lead the Cross-Functional Revenue Team:

• Act as the connective tissue between Sales, Marketing, Events, Partnerships, and Exec leadership - ensuring EMEA Strategic sales moves as a coordinated, high-performance unit.
• Represent the voice of the EMEA upmarket customer internally, feeding commercial insight into product roadmap and strategic decisions.
• Deliver rigorous Quarterly Business Reviews that provide customers with actionable intelligence on pricing strategy, checkout optimisation, and tax compliance.

What You’ll Bring:

• A track record of building and leading high-performing sales teams in competitive, complex, enterprise or upmarket SaaS environments.
• Proven strategic closing experience in tech, SaaS, and/or billing/payments, with demonstrable success driving revenue growth across both new business and expansion motions.
• Deep segment fluency - you understand the world of web-native and app-native SaaS scale-ups: their growth pressures, their infrastructure decisions, and what makes Paddle’s model genuinely differentiated.
• GTM architecture skills - you’ve built territory strategies, influenced pipeline generation, and run cross-functional go-to-market programmes at scale.
• Strategic value selling credentials - you sell business outcomes, not features. You understand how billing infrastructure decisions compound into bottom-line GMV impact.
• Operator mindset - you’re as comfortable building a coaching framework for your team as you are running a complex, multi-stakeholder deal yourself.
• Collaborative leadership style - you excel at bringing together CS, Solutions Engineering, Marketing, and Legal to execute at the highest level.

Why This Role, Why Now?

Paddle is uniquely positioned at the intersection of payments infrastructure, billing intelligence, and global compliance. For the fastest-growing SaaS companies in EMEA, the decision of how to monetise globally is one of the most consequential they’ll make. This role puts you at the centre of those conversations, with a market-leading product, a world-class team, and the full backing of Paddle’s leadership to build something exceptional.

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.

Our Values

• Paddle Together - “None of us, is as smart as all of us”
• Paddle Simply - “Simple can be harder than complex: you have to get your thinking clean to make it simple”
• Paddle for others - “We can realise our wildest dreams, so long as we help enough other people to realise theirs”

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 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 4 months paid family leave regardless of gender. 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.