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Zinc is seeking an Expansion Lead to own and build a new £30M+ expansion revenue motion from the ground up. This is a senior individual-contributor role reporting directly to leadership, focused on capturing expansion opportunities currently going unclaimed within the existing customer base.
You will own expansion revenue across two primary channels: cross-sell into existing accounts and geographic/subsidiary growth. The Account Management team is focused on retention and lacks capacity to pursue expansion proactively; this role exists to systematically identify and close those opportunities within renewal conversations and beyond.
This is a build role with no existing playbook, team, or pipeline to inherit. You'll be responsible for:
• Designing and executing a new commercial expansion motion from scratch
• Building a repeatable sales process for cross-sell and geographic expansion
• Identifying and qualifying expansion opportunities within the existing customer base
• Managing the complexity of expanding into new markets or subsidiaries without jeopardizing existing customer relationships
• Working cross-functionally with Marketing and outreach partners to execute the motion
• Proving out expansion plays before scaling
The role is intentionally narrow at launch—focused on a small number of clearly defined plays that will be broadened as they prove out. If successful, this role becomes the seed of a wider Customer Revenue Growth team spanning upsell, cross-sell, and expansion.
This is not a traditional sales leadership role. You won't inherit a team or established process. Instead, you'll need to exercise real commercial judgment, shape strategy, and close deals yourself. You'll influence outcomes across Marketing and partner teams without full organizational authority.
The future shape of the role is genuinely open: it could remain a single senior IC with outreach support, or grow into a wider team depending on what the market proves.
Requirements:
• Proven track record building a sales motion from scratch
• Commercial acumen and strategic thinking
• Hands-on sales ability; comfortable closing deals personally
• Ability to operate with ambiguity and limited structure
• Experience managing complex customer relationships and expansion scenarios
• Comfort working cross-functionally without direct authority
