In this episode, Rebecca Hastings speaks with Lucas Lovell, VP of Product at Paddle, about the realities of scaling a SaaS company, how AI is influencing pricing models, and what it takes to maintain momentum post-acquisition. With a background as both a founder and product leader, Lucas offers a practical, insider perspective on talent, pricing, and growth strategies for SaaS leaders navigating scale.
🎧 Listen to the episode HERE.
Scaling SaaS: Phases, People, and the Pressure to Mature
Scaling isn’t smooth—or linear. Lucas walks through Paddle’s journey from a team of 90 to over 300, including the impact of their $200M acquisition of ProfitWell. The biggest challenges weren’t just technical or financial—they were cultural and operational.
“It’s not just about growing headcount. You have to keep the boldness, the ambition—and still add maturity.”
From balancing startup scrappiness with structure, to hiring leaders who can scale teams without slowing them down, Lucas breaks down what works at each phase—and what doesn’t.
AI and the Shift in SaaS Pricing Models
Subscription isn’t dead, but it’s definitely changing. Lucas shares how AI is pushing the SaaS industry toward usage-based and value-based pricing—and why most companies still get pricing wrong.
“Pricing is often an afterthought. The smartest companies make it someone’s full-time job.”
He outlines the most common mistakes, including a lack of strategy, failure to localize, and missing alignment between product usage and pricing metrics.
Building the Right Team for the Stage You’re In
Not everyone thrives at every stage of a company’s growth—and that’s okay. Lucas talks about how Paddle balances experienced leadership with internal talent development, and why hiring former founders can be a competitive advantage.
He also responds to a growing industry trend: skipping junior hires in favor of AI or freelancers.
“We’re not heading for a lost generation of talent—but the way people enter the workforce is changing.”
From investing in hackathons to making smarter L&D decisions, Paddle is exploring how to keep teams current—and future-proof.
Key Topics Covered
How to scale SaaS teams in phases—and what traits to hire for at each stage
The operational and cultural realities of a $200M acquisition
The evolution of SaaS pricing: subscription fatigue, value-based pricing, and AI’s role
Why pricing strategy needs ownership and cross-functional collaboration
Rethinking talent pipelines and the new shape of tech careers
How Paddle encourages innovation and skill growth company-wide
Episode Highlights
[01:09] Lucas’ journey from startup founder to VP of Product at Paddle
[03:05] The reality of scaling from 90 to 300+ employees
[06:41] Balancing maturity and scrappiness in a high-growth SaaS org
[13:55] Cultural learnings from merging with ProfitWell
[22:19] Why AI is shifting SaaS pricing—and what most companies miss
[28:23] Top pricing mistakes and how to fix them
[34:39] Are we at risk of losing a generation of talent?
[39:09] How AI is lowering the barrier to product innovation
[41:46] How Paddle is helping its teams build AI fluency
[45:38] Lucas’ top advice for scaling SaaS globally
[47:18] Why hiring former founders can benefit fast-growing teams
About Lucas Lovell
Lucas Lovell is VP of Product at Paddle. Prior to joining Paddle, he co-founded Hopstay, a travel tech startup. Today, he helps shape Paddle’s global product strategy, drives its pricing innovation, and leads teams navigating complex scale-up challenges.
📌 Connect with Lucas:
🔗 Paddle
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