Director of Self Serve

Paddle; United States; Remote; USD 180,000 - 290,000; Full time

Job summary

Paddle is hiring a Director of Self-Serve in the United States to own the commercial mandate for our self-serve motion. You will set the strategy, own activation and time-to-value, and work across Finance, Product, Engineering, and Partnerships to drive unit economics and revenue growth.

You’ll lead a small, focused team and collaborate with a wide range of stakeholders to scale self-serve as a core business line, translating insights into a repeatable growth engine.

Job description

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 10, 000 software sellers in 245 territories globally.

The Role

Self-serve today represents a meaningful part of Paddle's revenue. This role owns the commercial mandate to grow that significantly. Not just to run self-serve, but to build the strategy for where and how it scales, and execute against it.

We're hiring a Director of Self-Serve to take full commercial ownership of Paddle's self-serve motion, running and scaling it as a business line. Self-serve is a material and fast-moving part of our revenue, and it needs an owner who thinks in unit economics, not just funnel metrics.

You’ll set the strategic direction, and work across Finance, Product, Engineering, Demand Generation, Partnerships, and RevOps to align everyone behind it. Getting this right is a genuinely cross-functional endeavour, and your ability to bring people with you will be just as important as your commercial acumen.

You’ll operate with a small, focused team including engineering capacity. This is a role for someone who wants to build and run the engine hands on, not manage through layers.

What you’ll do

• Own the 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.
• Increasing volume while decreasing time-to-value, not trading one for the other.
• You fundamentally approach the self-serve experience as a product, running structured discovery and experimentation, not defaulting to only marketing levers.
• Shape the demand.
• Define the customer profile that makes the economics work and work collaboratively with Demand Generation on the targeting you need, co-owning a single funnel against a shared ICP.
• 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 that keeps people aligned on priorities and impact.
• Deepen partner integrations.
• Work hand-in-glove with Partnerships to turn distribution relationships into deep well-integrated channels, owning the commercial outcome of partner-sourced volume.
• Build and run the engine.
• Des