Self-Serve & Small Business Growth Lead

Zinc; Greater London; On-site; GBP 60,000 - 90,000; Full time

Benefits offered by this job

50% Bonus/OTE

24 days holiday + BH + birthday off

Annual benefits allowance £1200

Early finish Fridays

Yearly company retreat abroad

30 days to Work from Anywhere

Enhanced parental leave

Job summary

Zinc London is seeking a Self-Serve & Small Business Growth Lead to maximise ARR from PayG accounts. You will own the PayG channel end-to-end, spanning activation, conversion, retention and pricing, with scope to build a team as the channel scales.

The role blends hands-on execution with strategic leadership, reporting into Sales. Expect a greenfield, high-impact environment in a fast-growing PayG business.

Qualifications

• Strong commercial background with GTM fundamentals in B2B.
• Owned a self-serve/PLG funnel end-to-end: activation, conversion, retention.
• Numerically literate; comfortable running A/B tests and using data to optimize.
• Pricing and packaging instincts; run tests on price and packaging.
• Strong instincts for messaging and for building growth and referral loops.

Responsibilities

• Own the PayG GTM with Marketing, Partnerships and Sales to improve acquisition and conversion.
• Demo conversion of small accounts and enable fast follow-up with automation.
• Support product flows; feedback to improve self-enablement and conversion.
• Set pricing strategy with CRO and CFO for a high-volume channel.
• Lead PayG retention and conversion to subscriptions with cross-functional teams.
• Provide end-to-end reporting and insights for the channel.

Skills

GTM for high-volume B2B

Self-serve/PLG funnel ownership

Data-driven optimization

Pricing & packaging

Messaging & growth loops

Entrepreneurial mindset

Job description

Self-Serve & Small Business Growth Lead

Department: Sales

Employment Type: Full Time

Location: Zinc - London

Compensation: £70,000 / year

Description

Zinc's committed contracts sell across SMB, mid-market and enterprise. Alongside them sits a substantial and fast-growing pay-as-you-go (PayG) revenue stream: mostly small organisations signing up to run checks on a credit card, self-serve. We have never tried to optimise this channel for growth or retention. It has succeeded organically regardless, become a meaningful contributor to revenue and customer base, and proven a reliable discovery route into future committed contracts.

This is a single senior owner for the PayG / Consumption Core: responsible for maximising ARR growth from PayG accounts, and acting as the internal champion, operational lead and strategic lead for the revenue stream. Broadly greenfield, with room for real, measurable impact.

You will start hands-on as an individual contributor, with scope to build a team as the channel scales.

• ARR growth from PayG. Grow revenue from PayG accounts, covering both consumption revenue, conversion into committed contracts, and making sure we’re full utilising pay as you go and self serve as a marketing channel in it’s own right.
• Retention. PayG accounts that stay and grow. Low churn, healthy expansion within the base.
• A playbook. A repeatable, testable operating model for the channel that can be iterated and improved.

Key Responsibilities

• Own the PayG GTM with Marketing, Partnerships and sales: focussing on messaging, channel growth and conversion to improve customer acquisition.
• Demo conversion of small accounts. Work sales to enable fast follow-up, automating as much of the process as possible to help them handle the
• Support the product flows, with Tech and Product: helping to feedback to improve self-enablement, and conversion. Small tweaks to wording and positioning might make a huge difference.
• Pricing strategy, with the CRO and CFO: packaging and price built for a high-volume channel.
• PayG Retention & committed conversion, with the Customer team and Lifecycle Marketing team. There are two desirable outcomes for the customer team 1) converting suitable PayG accounts into subscriptions 2) Keeping them supported and successful across support and account management in a low touch away. As the overall PAYG owner, you will support and help them optimise these outcomes.
• Reporting and insight for the channel. Own the numbers end to end.

Skills, Knowledge and Expertise

• Strong commercial background. You understand GTM fundamentals in a high-volume environment in a B2B context.
• You have owned a self-serve / PLG funnel end to end: activation, conversion, retention. Not just top of funnel.
• Highly numerically literate. Comfortable in the data yourself, running A/B tests and using data to optimise conversion systems.
• Pricing and packaging instinct. You run price and packaging tests, you don't just execute someone else's.
• Strong instincts for messaging and for building growth and referral loops.
• Bias to action. This is greenfield. You build the playbook, you don't inherit one. You need to be comfortable with ambiguity, good at imposing not requiring structure and have a strong entrepreneurial streak

What we offer

• 50% Bonus/OTE
• 24 days holiday + Bank Holidays + your birthday off
• £1200 annual benefits allowance (ThanksBen, from month 2)
• Early finish Fridays (16:00)
• Yearly company retreat abroad
• 30 days to Work from anywhere
• Enhanced Maternity, Paternity, and Adoption Leave (13 weeks full pay, 17 weeks half pay, then SMP for maternity, 1 month full pay for paternity/adoption)
• Statutory pension with NEST (3% employer, 5% employee)
• Zinc shares, issued through the EMI Scheme
• Unlimited access to Spill Therapy
• Company socials, quarterly team socials Free Monday lunches
• Nursery workplace benefit scheme (Yellownest)
• Option to lease an electric car through Electric Car Scheme
• Celebrated Zinc anniversaries