Description
Compensation
The expected base salary range for this role is CA$170,876 - $190,500. This range is a good-faith estimate of what we expect to pay for this role. Actual pay will vary based on factors such as job-related skills, experience, and internal equity. We also offer variable and equity compensation for this position.
What do we do?
Paddle provides a different approach to payment infrastructure for digital product companies. Instead of managing a complex stack of payment-related apps and services, Paddle acts as a Merchant of Record, eliminating 100% of the pain of payment fragmentation. This approach is faster, safer, cheaper, and more efficient.
Paddle is backed by investors including KKR, FTV Capital, Kindred, Notion, and 83North. The company serves over 10,000 software sellers in 245 territories globally.
The Role
The Director of Self-Serve will have full commercial ownership of Paddle's self-serve motion, running and scaling it as a business line. This role involves setting the strategic direction and working across Finance, Product, Engineering, Demand Generation, Partnerships, and RevOps to align everyone behind it. The ideal candidate will think in unit economics and have the ability to bring people along with them.
Responsibilities
- Own the commercial line: Carry the commercial number for self-serve end-to-end, from acquisition through adoption to revenue and net retention. Own the unit economics and how they improve.
- Set the strategy: Form a clear commercial view of where self-serve creates value, ensure Finance and Product alignment, and translate it into a plan the business can execute against.
- Own activation and time-to-value: Evolve who and how we onboard through self-serve, how we nurture them through lifecycle stages, and the in-product experience that gets them to value fast.
- Shape the demand: Define the customer profile that makes the economics work and work collaboratively with Demand Generation on targeting.
- Orchestrate cross-functionally: Codify the work into clear streams with clear owners, influence the Product, Engineering, and Risk roadmaps, and run a regular business cadence.
- Deepen partner integrations: Work with Partnerships to turn distribution relationships into deep, well-integrated channels.
- Build and run the engine: Design and run the experimentation, tooling, and tracking to improve funnel codification, time-to-value, activation, and conversion using AI.
- Make the economics stack up: Work closely with finance to own self-serve pricing and packaging as a lever to ensure profitable scale.
How you operate
- Go get the answer yourself: Pull the data, run the analysis, and don't wait to be handed a conclusion.
- Interrogate, not just observe: Stress-test numbers and trends until you've found the actual driver.
- Given a mission, you don't let go of it: Have a hunger to find and unlock value, working through blockers.
Requirements
- Deeply experienced in a PLG or self-serve motion in a high-growth tech business.
- A commercial operator who has owned a revenue line, channel, or segment.
- Think like a product manager: Prioritizing ruthlessly and seeing the boundary between growth and product.
- Fluent at moving from data to a commercial conclusion.
- A sharp critical thinker who interrogates the brief and challenges assumptions.
- A genuine cross-functional leader who has brought structure to messy, multi-team programs.
- A credible presence in front of senior stakeholders up to executive level.
Benefits
We offer a full suite of benefits, including attractive salaries, stock options, unlimited holidays, enhanced parental leave, retirement plans, private healthcare, and well-being initiatives. We invest in learning and provide constant exposure to new challenges, an annual learning fund, and regular internal and external training.