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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 cross-sell and geographic/subsidiary growth opportunities within the existing customer base.
The core challenge: Zinc's Account Management team is focused on retention and lacks capacity to proactively pursue expansion opportunities that currently go unclaimed. You will own the entire expansion revenue stream, building a commercial motion where none exists today. This includes identifying and executing cross-sell plays, managing geographic expansion into new markets, and spotting expansion opportunities within renewal conversations already happening with customers.
You'll work hands-on to shape strategy and close deals yourself, not just manage a team. The role requires commercial sharpness, judgment about market entry (ensuring expansion doesn't jeopardize existing relationships), and the ability to influence cross-functional partners in Marketing and outreach without direct authority over them.
This is explicitly a build role with an open future. If the expansion motion proves successful, it becomes the foundation for a wider Customer Revenue Growth team spanning upsell, cross-sell, and expansion. You'll start narrow—a small number of clearly defined plays—and broaden as they prove out.
Key characteristics: no existing playbook, team, or pipeline to inherit; you're proving a brand new commercial motion from scratch. The role demands someone who has built a sales motion before, is comfortable with ambiguity, and can operate effectively without a full organizational structure in place.
REQUIREMENTS:
- Proven track record building a sales motion from scratch
- Commercial acumen and deal-closing ability
- Ability to shape strategy and execute hands-on
- Experience managing expansion or cross-sell in B2B environments
- Comfort with influence without direct authority
- Judgment and care in managing customer relationships during expansion
