Group Vice President, UK Customer Growth - CRM
Zeta Global · London, United Kingdom
The Group Vice President, UK Customer Growth will lead Zeta’s strategy to protect, grow and materially expand its existing UK enterprise customer base.
This is a senior, hands-on player-coach role combining strategic account leadership, executive customer engagement, commercial growth, forecasting and a strong understanding of customer delivery.
The successful candidate will personally own a significant portfolio of enterprise customers and lead the growth agenda across Zeta’s highest-value UK relationships, while also developing the wider UK customer account organisation.
The role is focused exclusively on existing customer growth rather than new-logo acquisition.
The GVP will establish an integrated Protect & Grow model across priority customers, aligning Account Management, Customer Success, Sales, Strategy, Solution Consulting, Product, Marketing, Activation and Delivery around shared customer outcomes.
The ambition is to drive multi-year, multi-million-pound expansion across Zeta’s largest customer relationships, not incremental upsell.
Key Responsibilities
Protect and Grow the UK Customer Base
- Own retention, Net Revenue Retention (NRR) and existing-customer revenue growth across priority UK enterprise accounts.
- Lead the strategic growth agenda for Zeta’s highest-value customers.
- Build multi-year account growth strategies aligned to customer business, marketing, data and technology priorities.
- Identify and develop significant cross-sell and expansion opportunities across the Zeta portfolio.
- Translate renewal cycles, transformation milestones and buying signals into structured expansion pathways.
- Establish a scalable Protect & Grow model for future EMEA expansion.
Lead Strategic Customer Growth
- Act as senior strategic account lead for Zeta’s most important UK customers.
- Develop account-specific growth hypotheses based on customer strategy, priorities and technology landscape.
- Personally originate, progress and close complex, multi-million-pound expansion opportunities.
- Orchestrate long-cycle enterprise deals across multiple stakeholders, products and internal teams.
- Own commercial strategy, deal progression and executive alignment on major expansion opportunities.
- Identify whitespace to increase Zeta’s share of customer marketing and technology investment.
- Build and maintain a qualified strategic expansion pipeline focused on material growth.
Executive Customer Leadership
- Build trusted relationships with CMOs, CIOs, CDOs, CEOs and other senior executives.
- Operate credibly with Executive Committee and Board-level stakeholders.
- Elevate relationships from operational to economic buyer and executive sponsor level.
- Lead strategic conversations on transformation, investment, growth and long-term partnership.
- Ensure executive coverage, stakeholder mapping and sponsorship across all priority accounts.
- Run executive business reviews, workshops and transformation sessions.
- Act as escalation point for Zeta’s most strategic UK customers.
- Mobilise Zeta executive sponsors where they can add maximum value.
Drive Strategic Expansion
- Translate customer priorities into compelling Zeta value propositions.
- Coordinate expansion across Zeta capabilities including data, identity, AI, lifecycle marketing, loyalty, personalisation, activation, media and services.
- Introduce additional Zeta capabilities in a value-led, non-disruptive way.
- Ensure expansion is driven by measurable customer outcomes, not product push.
- Partner with enterprise sellers and specialists on complex opportunities.
- Mobilise cross-functional resources around key deals.
Own Expansion Pipeline and Forecasting
- Own existing-customer growth forecasting and strategic expansion pipeline across the UK portfolio.
- Maintain visibility of renewal timing, customer health, risk and expansion potential.
- Ensure all material opportunities have clear value hypotheses, ownership and timelines.
- Build sufficient qualified pipeline to support UK growth targets.
- Partner with Sales Operations and Finance on forecasting and performance reporting.
- Hold teams accountable for both retention and growth outcomes.
Create One Strategic Account Model
- Establish unified account plans for all priority customers.
- Ensure clear ownership, roles and decision rights across account teams.
- Eliminate fragmented motions across Sales, Customer Success and Account Management.
- Align all functions (Sales, CS, Strategy, Product, Marketing, Delivery) around shared outcomes.
- Ensure delivery and customer success are tightly linked to long-term growth.
- Maintain accurate customer intelligence, stakeholder mapping and activity tracking in Salesforce and Gong.
Customer Value and Delivery Alignment
- Maintain strong understanding of Zeta’s products, delivery and implementation model.
- Partner with Delivery and Solution Consulting to align ambition with feasibility and value.
- Identify delivery, adoption and product risks early and coordinate resolution.
- Ensure commitments are grounded in product readiness and delivery capability.
- Maintain feedback loops between customers and Product leadership.
- Stay close enough to delivery to ensure commercial strategy reflects customer reality.
Strategic Account Discipline
- Establish consistent account planning, QBRs, health checks and pipeline reviews.
- Ensure account strategies are grounded in customer business outcomes.
- Introduce research-led account planning using market, financial and customer intelligence.
- Equip teams to lead discovery with informed hypotheses, not open-ended questioning.
- Build repeatable playbooks for growth, retention and expansion motions.
- Establish clear operating rhythms across the Protect & Grow organisation.
Leadership and Culture
- Build a high-performance, collaborative and customer-first culture.
- Develop a unified “One Zeta” approach to strategic customers.
- Coach teams in commercial thinking, executive engagement and strategic planning.
- Ensure Account Management, Customer Success, Sales and specialists operate as one team.
- Share accountability and recognition across account teams.
- Develop future customer leaders and create clear progression paths.
- Role-model low-ego, high-accountability leadership.
Success Measures
- Gross Revenue Retention (GRR)
- Net Revenue Retention (NRR)
- Existing-customer revenue growth
- Expansion ARR / ACV
- Qualified strategic expansion pipeline
- Forecast accuracy
- Product and solution footprint expansion
- Customer health and risk reduction
- Executive and Board-level relationship coverage
- Quality of strategic account plans
- Multi-million-pound opportunity creation and progression
- Value-led ZMP and expansion adoption
- Customer advocacy and references
- Team performance and engagement
- Strategic account capability maturity
Candidate Profile
The ideal candidate will bring:
- Deep experience in enterprise account leadership within SaaS, MarTech, data, CRM or adjacent technology sectors.
- A proven track record of materially growing existing enterprise customers and closing multi-million-pound expansions.
- Ownership of a significant enterprise customer portfolio with accountability for revenue, pipeline and forecasting.
- Experience in roles such as Strategic Account Director, Global Account Director, Client Partner, Impact Partner or VP Customer Growth.
- Strong ability to build and execute multi-year account strategies.
- Demonstrated success in complex, long-cycle enterprise deal orchestration (12–24+ months).
- Strong executive presence with credibility at C-suite and Board level.
- Ability to translate technology capability into clear business value and investment cases.
- Strong commercial ownership across pipeline creation, qualification, negotiation and deal execution.
- Experience navigating complex matrix or