Head of GTM Operations, Paddle
+ stock options
Payments, tax, and subscriptions solution for SaaS
Job no longer available
Payments, tax, and subscriptions solution for SaaS
201-500 employees
Job no longer available
+ stock options
201-500 employees
Company mission
To help SaaS companies navigate the revenue journey at every stage.
Role
Who you are
- 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
What the job involves
- 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
- 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
Our take
Software as a service (SaaS) is becoming the dominant way for new companies to sell their products. However, there are a number of interlinked tasks to build a great business. For example, setting up trials and licences, insights and analysis, payment gateways, taxes, and internationalisation.
Paddle offers SaaS companies a completely different approach to their payments infrastructure so that fast growth companies don't need to deal with this complicated puzzle. Instead of assembling and maintaining a complex stack of payments-related apps and services, it acts as a Merchant of Record for customers, taking away the pain of payments fragmentation.
Now serving over 4,000 customers, and having entered the unicorn club in 2022, the company has clearly found its share of success. However, the assumption that pandemic-era growth could be sustained, coupled with runaway operational costs, has seen Paddle recently layoff a number of its staff. With this move, it hopes to control and reduce its spend, so as to face the effects of the economic downturn in stronger shape and sustain its future.
Kirsty
Company Specialist
Insights
Many candidates hear
back within 2 weeks
41% female employees
-3% employee growth in 12 months
Company
Employee endorsements
Autonomy
"Paddlers are shown a lot of trust to get the job done. I've never experienced micro-management and have always been free to decide how to advance a..."
Funding (last 2 of 7 rounds)
May 2022
$200m
SERIES D
Nov 2020
$68m
SERIES C
Total funding: $291.4m
Company benefits
- Share options
- Private healthcare and mental health support
- Flexible time off
- Generous learning and development budget
- 17 weeks of fully paid parental leave for both moms and dads
- Work up to 45 days a year from a different country
- Discount annual train ticket/cycle to work scheme
- Home workstation budget
Company values
- Exceptional Together
- Better than Yesterday
- Execute with Impact
Company HQ
London, UK
Articles
Founders
Christian Owens
(Co-Founder & Executive Chairman)Founded Paddle after finishing school. A fellow of the Thiel Foundation, which gives $100,000 to young people to build businesses instead of going to university.
Harrison Rose
(Co-Founder)Founded Paddle at age 17, after finishing school, and has been both CSO and CCO at the company. Co-Founder and CEO of GoodFit.io.
People progressing
Joined as Event Manager and was promoted to Brand & Event Manager after 1 year. Bianca is now Head of Brand.
Diversity & Inclusion at Paddle
- We want to increase the opportunities for under-represented Paddlers - we are going to partner with third parties to widen our talent pools, and how we create opportunities internally for when new Padders join to give access to further careers and growth
- We’re already proud of the strides we’ve made around gender balance, especially at manager/leadership level and have a rich population of non British employees. Like most companies in our sector there is still much work to be done, but we’re ready and excited to bring about positive change
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