Remote director of self serve

What do we do?
The Role
What you'll do

Own the line. Carry the commercial number for self-serve end to end, from acquisition through adoption, to revenue and net retention. Own the unit economics, and how they improve.

Set the strategy. Form a clear commercial view of where self-serve creates value, ensure Finance and Product alignment, and translate it into a plan the business can execute against.

Own activation and time-to-value. Evolve who and how we onboard through self-serve, how we nurture them through lifecycle stages, and the in-product experience that gets them to value fast. Increasing volume while decreasing time-to-value, not trading one for the other.

You fundamentally approach the self-serve experience as a product, running structured discovery and experimentation, not defaulting to only marketing levers.

Shape the demand. Define the customer profile that makes the economics work and work collaboratively with Demand Generation on the targeting you need, co-owning a single funnel against a shared ICP.

Orchestrate cross-functionally. Codify the work into clear streams with clear owners, influence the Product, Engineering, and Risk roadmaps, and run a regular business cadence that keeps people aligned on priorities and impact.

Deepen partner integrations. Work hand-in-glove with Partnerships to turn distribution relationships into deep well-integrated channels, owning the commercial outcome of partner-sourced volume.

Build and run the engine. Design and run the experimentation, tooling, and tracking to improve funnel codification, time-to-value, activation, and conversion using AI where it raises velocity and quality, applied to the right customer. As the motion scales, you'll shape the team around it.

Make the economics stack up. Working closely with finance you own self-serve pricing and packaging as a lever, to ensure profitable scale.

How you operate

Go get the answer yourself. When something doesn't add up, you pull the data, run the analysis, and don't wait to be handed a conclusion. Self-reliance is core to how you operate, not a fallback when support isn't available.

You interrogate, not just observe. Live the ‘five whys’ principle, with the ability to take a plausible looking number, trend, signal and stress-test it until you've found the actual driver, not the first explanation that fits. You default to hypothesis and experiment before you default to opinion or output, treating the funnel as something to be iteratively shaped, not just optimised within.

Given a mission, you don't let go of it. You have a real hunger to find and unlock value you believe is there, working through blockers, organisational, technical, or data.

We'd love to hear from you if you are Everyone is welcome at Paddle Why you'll love working at Paddle Connecting at Paddle