Head of GTM Operations

Job Description

What do we do?

Paddle offers SaaS 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 3000 software sellers in 245 territories globally.

The Role:

As the Head of GTM Business Operations, you'll support and accelerate the strategic efforts of sales, marketing, finance, and customer success to optimise revenue generation and operational efficiency across Paddle. Your role will involve aligning processes, technologies, and teams to enhance the entire revenue lifecycle, from lead acquisition to customer retention.

With both a strategic and analytical mindset, you'll extract actionable insights from data to drive informed decision-making, accurate forecasting, and revenue growth opportunities. Through meticulous attention to detail and leading with a mindset of cross functional collaboration, you'll streamline workflows, implement scalable processes, and refine performance metrics helping Paddle accelerate its growth journey.

What you'll do:

• Partner with leaders across the organisation to build and optimise end-to-end commercial operations, ensuring data integrity and providing a single source of truth for sales, marketing, customer success, and finance

• Develop and maintain detailed revenue analytics and reporting, providing actionable insights to support data-driven decision-making and for effective financial and commercial forecasting and planning

• Implement sales forecasting and pipeline management processes to ensure accuracy and identify trends to help optimise pipeline management, conversion, and velocity across deals

• Track and analyse marketing and sales pipeline funnel from lead to closure, identifying meaningful trends and improvement areas to accelerate deal progression

• Identify and implement key requirements to optimise the utilisation of Salesforce CRM and other revenue-related technologies to ensure accurate tracking of customer and prospect activities, and visibility into pipeline management

• Build a deal desk to enhance overall deal management, pricing approval and deal closure workflows as well as contract administration

• Oversee preparation and administration of sales compensation plans, including quotas, territories, and plan enhancements

• Align Revenue Operations strategy with company objectives and effectively communicate to stakeholders, ensuring clarity on requirements, impact, risks, and progress of priorities and initiatives

We'd love to hear from you:

• A self-starter, motivated and player-coach who enjoys rolling up their sleeves and doing the work, along with building and managing a team effectively in a high growth company

• 5+ years of experience leading BussOps,RevOps and GTM operations teams for fast-growth software/SaaS companies and demonstrating success in supporting global commercial efforts

• Knowledge of Salesforce CRM and other revenue-related technologies to optimise the utilisation of the GTM tech stack

• Strategic thinking and commercial mindset driven by data-driven insights to develop actionable plans and address challenges and opportunities across the business

• Ability to identify and address complex problems with a first principles approach, clearly articulating root causes and recommending solutions, while also considering current and future needs

• Proficiency in driving projects to completion, organising and prioritising work for self and teams, and maintaining execution and urgency in work processes

• Proven experience working cross-functionally at multiple organisational levels, including executives, to develop processes, solve problems, and identify new strategies

Everyone is welcome at Paddle

At Paddle, we’re committed to removing invisible barriers, both for our customers and within our own teams. We recognise and celebrate that every Paddler is unique and we welcome every individual perspective. As an inclusive employer, we don’t care if, or where, you studied, what you look like or where you’re from. We’re more interested in your craft, curiosity, passion for learning and what you’ll add to our culture. We encourage you to apply even if you don’t match every part of the job ad, especially if you’re part of an underrepresented group.

Please let us know if there’s anything we can do to better support you through the application process and in the workplace. We will do everything we can to support any accommodations needed. We’re committed to building a diverse team where everyone feels safe to be their authentic self. Let’s grow together.

Why you’ll love working at Paddle

We are a diverse, growing group of Paddlers across the globe who pride ourselves on our transparent, collaborative and respectful culture.

We live and breathe our values, which are:

Exceptional Together

Execute with impact

Better than Yesterday

We offer a full suite of benefits, including attractive salaries, stock options, retirement plans, private healthcare and well-being initiatives.

We are a ‘digital-first’ company, which means you can work remotely, from one of our stylish hubs, or even a bit of both! We offer all team members unlimited holidays and 4 months of paid family leave regardless of gender. We invest in learning and will help you with your personal development via constant exposure to new challenges, an annual learning fund, and regular internal and external training.