Enterprise Account Director, Zipline
GTM
$300k
OTE
Transforming the way goods move
Open for applications
Transforming the way goods move
1001+ employees
Open for applications
$300k
OTE
1001+ employees
Company mission
To build the world's first logistics system that serves all people equally.
Role
Who you are
- 6+ years of successful enterprise experience, owning the full sales cycle, from prospecting and discovery through product demonstrations, negotiation, and close of large 7 to 8 figure deals
- Proven ability to meet or exceed quota through a combination of outbound prospecting, inbound lead conversion, and account expansion
- Experience selling to multi-location retailers, franchise organizations, or other businesses with distributed frontline teams
- Strong discovery, consultative selling, objection handling, and value-messaging skills
- Experience managing multiple active opportunities with organized pipeline and forecast discipline
- Ability to collaborate with Solutions Consulting, Marketing, Implementation, and Customer Success
What the job involves
- As an Enterprise Account Director at Zipline, you will help shape and accelerate Zipline’s commercial growth
- You will identify, develop, and close complex enterprise opportunities with organizations that can benefit from autonomous delivery at scale
- You will own strategic accounts across industries such as healthcare, retail, food & beverage, logistics, and consumer services
- Your work will span the full enterprise sales cycle from market development and executive discovery through business-case development, commercial negotiation, partnership design, and launch
- This role requires more than selling a software product
- You will help customers understand how Zipline can improve access, delivery speed, service reliability, customer experience, and operational economics
- You’ll work with senior executives to define the right use case, build internal alignment, and create a path from initial pilot to scaled deployment
- Own a portfolio of strategic enterprise accounts and consistently deliver against quarterly and annual revenue targets
- Develop and execute account strategies across healthcare, retail, marketplace, logistics, and other priority industries
- Build relationships with executive stakeholders across operations, supply chain, logistics, technology, finance, strategy, and customer experience
- Lead consultative discovery to understand customer workflows, service requirements, delivery economics, operational constraints, and growth priorities
- Create compelling business cases for autonomous delivery, including customer experience, cost, speed, reliability, sustainability, and access
- Navigate complex, multi-year sales cycles involving technical integration, operational readiness, site deployment, legal, finance, procurement, and regulatory considerations
- Identify opportunities to expand from an initial pilot or use case into broader geographic, product, or operational deployments
- Partner with Product, Engineering, Operations, Customer Experience, Legal, Finance, and Regulatory teams to design solutions customers can successfully launch and scale
- Build executive alignment across both the customer organization and Zipline
- Generate new pipeline through strategic outbound prospecting, industry relationships, partnerships, events, and account-based selling
- Represent Zipline with credibility in customer meetings, industry forums, and executive-level conversations
- Own the commercial process from first conversation through contract execution, implementation planning, and handoff to operating teams
Our take
Zipline is reinventing how the world moves goods - one flight at a time. What started as a bold idea to deliver life-saving medical supplies by drones has grown into the world's first logistics network designed to serve everyone, everywhere. From rushing blood and vaccines to remote clinics, to dropping off everyday essentials for Walmart customers, Zipline's autonomous drones are proving that fast, reliable delivery doesn't have to be limited by roads or geography.
Zipline has an edge over potential future competitors, as the company has thousands of hours and over 35 million miles of flight to prove the system is safe and effective. It’s also one of the first companies to receive a full commercial operating certificate, putting Zipline in a strong position to continuously branch out to other markets.
The unicorn company operates globally and has signed its first government contract with Rwanda to provide up to 2 million drone deliveries by 2029. Beyond government partnerships, Zipline has its sights set on everyday consumers, preparing to launch commercial deliveries straight to individuals' houses. With its Walmart collaboration expanding and even Chipotle orders taking to the skies in Texas, Zipline isn't just redefining delivery - it's aiming to reach every corner of commerce, with a future that looks as bright as its ambitions.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
34% employee growth in 12 months
Company
Funding (last 2 of 12 rounds)
Mar 2026
$200m
SERIES H
Jan 2026
$600m
SERIES H
Total funding: $2.1bn
Company HQ
South San Francisco, CA
Leadership
Keller Rinaudo Cliffton
(Co-Founder & CEO)Having studied Economics and Biotechnology at Harvard, they worked for almost 11 months as a self-employed rock climber. They combined their academic and practical experience to co-found Zipline in July 2011.
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