Digital B2B Manager in London

Tala is a young British lighting brand with a mission to create exquisite products that have a positive impact. Guided by our ethos of “Conservation Through Beauty,” Tala’s aim is to contribute to the low carbon economy through thoughtful product design and transparent practices. Tala is more than a lighting company; it is a community of like-minded individuals grounded in a culture of sustainability through design excellence.

We’re looking for a commercially sharp, AI-native operator to own Tala’s digital B2B channels: Tala Pro (our Shopify programme for architects, designers, developers, and specifiers), plus the digital arms of Retail and OEM, which today run entirely through our traditional sales team and which you’ll help build from the ground up.

The thesis is simple: the top 20% of customers in each channel stay with our sales team on a white‑glove basis; the long tail of 80% should discover us through digital acquisition, qualify themselves, and transact online without a human in the loop. You’ll own that long tail end-to-end, acquisition, lifecycle, conversion, retention (across all three channels). As customers grow they will transition to white‑glove service.

This is an executor role, not a briefer role. We expect you to use AI tools and APIs to do the work of a five‑person team yourself. When we talk to you about wiring Claude into Smartlead, hitting the Apollo API, or building a scraper to enrich a target list, that should be the language you already speak.

This role will include, but not be limited to:

• Own the growth strategy for Tala Pro end-to-end: acquisition, qualification, conversion, retention, and repeat specification
• Run segmented lead nurture and outbound via Smartlead (or equivalent), including ICP definition, enrichment, sequencing, and reply handling
• Brief paid media and own on‑site conversion improvements on the Pro Shopify experience
• Build and run lifecycle email across onboarding, engagement, retention, and reactivation
• Develop the relationships and content (case studies, project features, trade assets) that make Pro credible in the design community

Retail Digital (build from zero)

• Stand up the self‑serve digital channel for the independent retailers our outside sales team doesn’t have capacity to serve
• Define ICP, build target lists, design the cold acquisition motion, and route managed accounts back to regional sales as they grow

OEM Digital (build from zero)

• Same brief as Retail, applied to OEMs and integrators
• Define lead scoring and routing logic: managed leads to sales; lapsed leads to showroom partners for re‑engagement

Across all three

• Own commercial targets, revenue, qualified pipeline, and CAC per channel
• Use AI and APIs (Claude, Apollo, Clay, Smartlead, Shopify, your CRM, custom scripts) to automate outreach, personalisation, enrichment, reporting, and content production at scale
• Work closely with Sales and Commercial teams to keep digital activity aligned with pipeline outcomes and to hand off accounts that grow into white‑glove territory

REQUIREMENTS

• Experience growing a B2B or trade digital channel from a low base, ideally in design, architecture, building products, or a premium consumer‑adjacent B2B sector
• Commercially sharp, you’ve personally owned pipeline and conversion targets, not just MQLs
• Hands‑on with cold outbound systems end‑to‑end: ICP, enrichment, deliverability, multi‑step sequencing, reply triage. Smartlead, Apollo, Clay, and similar should be familiar territory
• Genuinely AI‑native, by which we mean: you run Claude or Claude Code on the CLI; you wire tools together via API rather than hiring an integrator; you build your own scrapers and enrichment flows where useful; bonus to be able to read and modify JS/Python well enough to fix your own automations.
• Fluent with Shopify (Plus / B2B ideal) or able to ramp fast
• Comfortable reading your own funnel in SQL or a warehouse without waiting for an analyst
• An operator first, a briefer second i.e. you’d rather ship a rough thing this week than scope a perfect thing for next quarter
• Energised by greenfield builds with genuine autonomy and clear commercial accountability