Head of Strategic Sales, EMEA

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