Strategic Account Executive, Player-Coach

📋 Description

• • As a Strategic Account Executive, Player-Coach at Paddle, you will step into a pivotal hybrid role, embodying both a high-impact individual contributor closing our most intricate deals and a guiding mentor for a dedicated team of upmarket and strategic Account Executives. This position is designed for a sales leader who is resourceful, ambitious, and thrives in an autonomous environment, ideally possessing a robust understanding of the SaaS or Payments industries. You will be instrumental in driving Paddle's continued growth during a period of unprecedented expansion.
• • Your primary responsibility will be to convert qualified leads into loyal Paddle customers. You will engage directly with a wide spectrum of companies, from burgeoning AI and mobile app studios to established enterprise SaaS businesses, assisting them in navigating the complexities of global e-commerce and billing. This involves understanding their unique challenges and positioning Paddle as the optimal solution.
• • Beyond managing your own sales quota, you will serve as a crucial support system and tactical advisor for the Strategic Account Executive team. This includes providing guidance on navigating complex, multi-threaded selling environments, sharing best practices, and fostering a collaborative sales culture.
• • A significant aspect of your role will be to Own & Grow a Strategic Book of business. This entails managing a high-value portfolio of existing Paddle customers, developing comprehensive long-term account plans aimed at maximizing Net Revenue Retention (NRR). You will be responsible for identifying opportunities for expansion and ensuring sustained customer satisfaction.
• • You will also Quarterback new channels and product launches, leading the entire sales cycle from initial demo to closing complex cross-sell deals. This requires close collaboration with various internal teams, including Customer Success Managers (CSMs), Product, Executive Leadership, and other stakeholders, to identify and capitalize on new win-win opportunities.
• • A key focus will be on Executive Relationship Building. You will cultivate deep, multi-threaded relationships with key decision-makers such as CFOs, CTOs, and Founders, establishing Paddle as an indispensable partner in their global growth strategies. This will involve regular travel for industry events and customer onsite meetings to foster these critical connections.
• • You will leverage Data-Driven Consulting to partner with our Data and Success teams. Together, you will deliver insightful Quarterly Business Reviews (QBRs) that offer actionable recommendations for customers to optimize their pricing, checkout processes, and tax compliance, thereby enhancing their overall business performance.
• • Furthermore, you will act as the "voice of the customer" for our Product team. By identifying common expansion blockers and gathering feature requests from our largest sellers, you will play a vital role in shaping Paddle's product roadmap and ensuring our offerings continue to meet market demands.
• • This role demands a consultative selling approach, where you focus on selling business outcomes rather than just features. You will need to articulate how changes in a customer's billing logic can directly impact their bottom-line Gross Merchandise Volume (GMV).
• • Success in this role also hinges on your ability to excel at "quarterbacking" internal teams, working seamlessly with Customer Success, Solutions Architects, and Legal departments to successfully close complex deals.
• • You will be expected to stay abreast of industry trends, particularly within payments, fintech, and mobile growth, and possess a strong understanding of Merchant of Record (MoR) models, API integrations, and the intricacies of global SaaS taxation.
• • This is an opportunity to join a rapidly growing company with a strong investor backing and a commitment to innovation and customer success. You will be part of a diverse and inclusive culture that values curiosity, learning, and collaboration.