Enterprise Account Director (GTM)

Zipline; San Francisco (CA); On-site; USD 180,000 - 300,000; Full time

Job summary

Zipline is seeking an Enterprise Account Director to drive the company’s commercial growth and own strategic enterprise opportunities across healthcare, retail, food & beverage, logistics, and consumer services.

You will manage the full enterprise sales cycle—from market development and executive discovery to business-case development, negotiation, and deployment—building executive alignment and expanding pilots into scale.

Qualifications

• 6+ years of enterprise sales experience, owning the full sales cycle from prospecting to close.
• Experience selling to multi-location retailers, franchise organizations, or other businesses with distributed frontline teams.
• Experience managing multiple opportunities with organized pipeline and forecast discipline.
• Ability to collaborate with Solutions Consulting, Marketing, Implementation, and Customer Success.

Responsibilities

• Own strategic accounts and consistently deliver against quarterly and annual revenue targets.
• Lead consultative discovery to understand customer workflows, service requirements, delivery economics, and growth priorities.
• Coordinate with Product, Engineering, Operations, Customer Experience, Legal, Finance, and Regulatory teams to design scalable solutions.
• Navigate multi-year sales cycles involving integration, deployment, and contracting.

Skills

Discovery

Consultative selling

Objection handling

Value messaging

Quota attainment

Job description

• 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

• Strong discovery, consultative selling, objection handling, and value-messaging skills
• 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
• Experience selling to multi-location retailers, franchise organizations, or other businesses with distributed frontline teams
• Experience managing multiple active opportunities with organized pipeline and forecast discipline
• Ability to collaborate with Solutions Consulting, Marketing, Implementation, and Customer Success
• Proven ability to meet or exceed quota through a combination of outbound prospecting, inbound lead conversion, and account expansion