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Zinc is seeking a senior owner for its Pay-as-You-Go (PayG) / Consumption Core revenue stream. This is a greenfield opportunity to build and scale a self-serve, product-led growth channel that has organically grown into a meaningful revenue contributor and customer acquisition funnel.
You will own the end-to-end PayG business, starting as a hands-on individual contributor with scope to build a team as the channel scales. Your mandate is to maximize ARR growth from PayG accounts, establish a repeatable operating model, and drive both retention and conversion into committed contracts.
Key responsibilities include:
- Own the PayG go-to-market strategy in partnership with Marketing, Partnerships, and Sales, focusing on messaging, channel growth, and conversion optimization.
- Drive demo conversion for small accounts and work with sales to enable fast follow-up, automating processes where possible.
- Support product flows with Tech and Product teams, providing feedback to improve self-enablement and conversion through iterative improvements to wording and positioning.
- Develop pricing strategy and packaging in collaboration with the CRO and CFO, optimized for a high-volume channel.
- Partner with Customer Success and Lifecycle Marketing teams to drive both conversion of suitable PayG accounts into subscriptions and retention through low-touch support.
- Own reporting and insights for the channel, managing all metrics end-to-end.
Success is measured by ARR growth from PayG, retention and expansion within the PayG base, and the development of a scalable, testable operating model for the channel.
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 funnel end-to-end, including activation, conversion, and retention (not just top-of-funnel).
- High numerical literacy with comfort running your own analysis, A/B tests, and data-driven conversion optimization.
- 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 and comfort with ambiguity; ability to build structure and playbooks from scratch with an entrepreneurial mindset.
