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Zinc is seeking a senior owner for its Pay-as-You-Go (PayG) revenue stream. This is a greenfield opportunity to build and scale a meaningful revenue channel that has grown organically but has never been optimized for growth or retention.
You will be the single strategic and operational lead responsible for maximizing ARR growth from PayG accounts. The role starts hands-on as an individual contributor, with scope to build a team as the channel scales.
Key responsibilities include:
• Drive ARR growth from PayG accounts, covering consumption revenue, conversion into committed contracts, and leveraging pay-as-you-go and self-serve as a marketing channel.
• Improve retention and expansion within the PayG customer base, targeting low churn and healthy growth.
• Own the PayG go-to-market strategy with Marketing, Partnerships, and Sales, focusing on messaging, channel growth, and conversion optimization.
• Support product flows with Tech and Product teams to improve self-enablement and conversion through iterative improvements.
• Develop pricing strategy with the CRO and CFO, building packaging and pricing optimized for a high-volume channel.
• Partner with Customer Success and Lifecycle Marketing teams on retention and conversion of PayG accounts into committed subscriptions.
• Own end-to-end reporting and insights for the channel, managing all metrics and analytics.
You will build a repeatable, testable operating model for the channel that can be iterated and improved over time.
Requirements:
• Strong commercial background with deep understanding of GTM fundamentals in high-volume B2B environments.
• Proven track record owning a self-serve or product-led growth (PLG) funnel end-to-end, including activation, conversion, and retention (not just top-of-funnel).
• Highly numerically literate with comfort running in data, designing and executing A/B tests, and using data to optimize conversion systems.
• Demonstrated pricing and packaging instinct; experience running price and packaging tests, not just executing others' strategies.
• Strong instincts for messaging and building growth and referral loops.
• Bias to action with comfort in ambiguity; ability to impose structure and build playbooks from scratch with a strong entrepreneurial mindset.
