#458 Lucas Lovell on SaaS Growth, Global Payments, and the Future of Product

🔍 Episode Overview

In this episode, Mehmet sits down with Lucas Lovell, VP of Product at Paddle, to unpack the powerful yet often overlooked role of payments in SaaS growth. From navigating tax compliance and pricing localization to optimizing for global expansion, Lucas shares product leadership insights and the future of billing in an AI-powered world.

Whether you’re a founder scaling globally or a product leader aiming to boost efficiency, this episode delivers practical frameworks and forward-thinking strategies.

📌 Key Takeaways

• What the Merchant of Record model really is—and why it matters

• How Paddle handles tax, compliance, and fraud so SaaS companies can scale

• Why localized pricing and payment methods impact conversion

• The power of web-first flows for mobile apps to bypass app store fees

• Using your payments platform as a strategic GTM and growth tool

• How AI will shape the future of subscription billing and product design

• What founders should prepare before an exit or fundraising round

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🎧 What You’ll Learn

• How to enter new markets without spinning up new entities

• Tactical ways to increase revenue through smarter payment setups

• Why usage-based pricing is gaining momentum across SaaS

• How Paddle supports product teams through compliance shifts and AI tools

• Real trends from global SaaS markets—from MENA to India and Southeast Asia

👤 About Lucas Lovell

Lucas Lovell is currently VP of Product a Paddle, a payments infrastructure company for digital software companies. Prior to that, Lucas was Founder of an early stage SaaS startup in the travel & hospitality space, that he launched in Australia out of Law School. He was a laureate of the French Tech Ticket Program, and grew the startup in Paris & across Europe before joining Paddle in 2021.

His experience in technology is firmly at the intersection of SaaS & fintech, which is the primary problem space he explores day-in day-out at Paddle. Outside of work, Lucas is a keen runner & skier, and loves both the outdoors & exploring his now home city of London.

https://www.paddle.com/

https://www.linkedin.com/in/lucaslovell/

🕒 Episode Highlights (Timestamps)

00:00 – Intro and Lucas’s journey from law to SaaS founder to VP Product

04:00 – Explaining the Merchant of Record model

07:00 – How Paddle enables localized payment methods

09:30 – Product complexity at the intersection of tax, compliance, and UX

14:30 – Pricing localization strategies and regional purchasing power

21:00 – Web-first flows vs. App Store dependency

26:00 – How payments impact exit valuations and due diligence

31:00 – AI’s role in billing, usage-based models, and future product trends

36:00 – Emerging SaaS GTM playbooks and community-led growth

40:00 – Regional SaaS trends: India, Singapore, and beyond

42:00 – Where to connect with Lucas and learn more about Paddle