Head of Strategic Sales, EMEA

📋 Description

• • Lead Paddle’s EMEA Upmarket GTM motion, targeting fastest-growing SaaS, mobile app, and AI scale-ups such as n8n, Codeway, and Runna.
• • Build and manage a team of 5 individual contributors comprising new business hunters and portfolio account farmers to drive net new logo acquisition and expansion of existing accounts with partial wallet share.
• • Own EMEA Upmarket bookings and revenue targets, maintaining rigorous pipeline health, forecast accuracy, and deal velocity metrics.
• • Act as a hands-on contributor by directly managing strategic deals alongside leading the team, ensuring alignment between execution and strategy.
• • Design and execute a territory development strategy focused on high-potential SaaS and app-native scale-ups across EMEA.
• • Serve as the cross-functional glue between Sales, Marketing, Events, Partnerships, Solution Engineering, and Executive Leadership to ensure coordinated, high-performance GTM execution.
• • Create repeatable, scalable playbooks for new business acquisition and portfolio expansion, standardising discovery, storytelling, and negotiation processes.
• • Coach the team in multi-threaded, executive-level strategic value selling, shifting conversations from product features to business outcomes and GMV impact.
• • Partner with Customer Success and Solutions Engineering to identify and execute expansion opportunities within existing accounts, increasing share of wallet, geographic reach, and product adoption.
• • Act as executive sponsor on key accounts, building deep relationships with CFOs, CTOs, and Founders to solidify Paddle as a strategic partner.
• • Deliver rigorous Quarterly Business Reviews to customers, providing actionable intelligence on pricing strategy, checkout optimisation, and tax compliance.
• • Represent the voice of the EMEA upmarket customer internally, feeding commercial insights into product roadmap and strategic decisions.
• • Drive a culture of continuous improvement with a high bar for performance in deal execution, commercial discipline, and team development.
• • Operate at the intersection of strategy, cross-functional choreography, and best-in-class execution, balancing leadership with direct deal ownership.
• • Align GTM efforts with Paddle’s Merchant of Record model, positioning it as the optimal solution for global monetisation, billing complexity, and compliance challenges.
• • Collaborate with Customer Success, Legal, and Product teams to close the loop between customer needs and product development.
• • Maintain deep segment fluency in web-native and app-native SaaS scale-ups, understanding their growth pressures and infrastructure decision-making.
• • Build and implement a coaching framework to elevate the team’s capabilities in strategic selling and account expansion.
• • Ensure every major deal has the full force of Paddle’s cross-functional resources behind it, from marketing campaigns to executive sponsorship.
• • Drive structured qualification processes and decisive close plans across all deals in the pipeline.
• • Maintain a relentless focus on revenue delivery through both new business acquisition and expansion of existing accounts with significant runway.
• • Champion Paddle’s values of Paddle Together, Paddle Simply, and Paddle for Others in team culture and customer interactions.