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Zinc operates a B2B SaaS platform selling committed contracts across SMB, mid-market, and enterprise segments. Alongside this sits a substantial, fast-growing pay-as-you-go (PayG) revenue stream—primarily small organizations signing up via self-serve to run checks on a credit card. This channel has grown organically and become a meaningful revenue contributor and discovery route into future committed contracts, but has never been optimized for growth or retention.
You will be the single senior owner for the PayG/Consumption Core, responsible for maximizing ARR growth from PayG accounts and serving as the internal champion, operational lead, and strategic lead for this revenue stream. This is largely greenfield work with significant room for measurable impact. You will start 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 in its own right.
• Improve retention: keep PayG accounts engaged, growing, and churning at low rates with healthy expansion within the base.
• Build a repeatable, testable operating model for the channel that can be iterated and improved over time.
• Own the PayG go-to-market strategy with Marketing, Partnerships, and Sales, focusing on messaging, channel growth, and conversion to improve customer acquisition.
• Manage demo conversion of small accounts and work with sales to enable fast follow-up, automating processes to help them scale.
• Partner with Product and Tech to improve self-enablement and conversion flows; small tweaks to wording and positioning can drive outsized impact.
• Develop pricing strategy with the CRO and CFO: design packaging and pricing optimized for a high-volume channel.
• Collaborate with the Customer team and Lifecycle Marketing on PayG retention and conversion into committed subscriptions, supporting both low-touch account management and conversion optimization.
• Own reporting and insights for the channel end-to-end.
Requirements:
• Strong commercial background with deep understanding of go-to-market fundamentals in high-volume B2B environments.
• Proven track record owning a self-serve/product-led growth (PLG) funnel end-to-end: activation, conversion, and retention (not just top-of-funnel).
• Highly numerically literate; comfortable working directly with data, running A/B tests, and using data to optimize conversion systems.
• Pricing and packaging instinct; you run price and packaging tests rather than executing someone else's strategy.
• Strong instincts for messaging and building growth and referral loops.
• Bias to action and comfort with ambiguity; you build the playbook rather than inherit one. Entrepreneurial mindset and ability to impose structure without requiring it.
