Enterprise Account Director, GTM

Zipline; South San Francisco (CA); On-site; USD 300,000 - 350,000; Full time

Job summary

Zipline is seeking an Enterprise Account Director in the San Francisco Bay Area to shape and accelerate commercial growth through strategic, multi-year enterprise deals. You will manage strategic accounts across healthcare, retail, logistics, and consumer services, guiding market development, discovery, and business-case design.

You will lead negotiations, partner with Product, Engineering, and Legal teams, and drive pilots to scaled deployment, delivering measurable impact and value for

Qualifications

• 6+ years of enterprise sales experience.
• Proven ability to meet or exceed quota.
• Experience selling to multi-location retailers, franchise organizations, or similar dispersed teams.
• Strong discovery and consultative selling skills.
• Experience managing multiple opportunities with forecast discipline.
• Ability to collaborate with Solutions Consulting, Marketing, Implementation, and Customer Success.

Responsibilities

• Own a portfolio of strategic enterprise accounts and meet revenue targets.
• Develop and execute account strategies across key industries.
• Build relationships with executive stakeholders across operations, supply chain, logistics, tech, finance, strategy, and CX.
• Lead consultative discovery to understand customer workflows and requirements.
• Create compelling business cases for autonomous delivery and ROI.

Skills

Enterprise sales

Account management

Negotiation

Strategic selling

Forecasting

Cross-functional collaboration

Job description

About Zipline

Zipline is the world's largest and most experienced drone delivery service. We are on a mission to serve all humans equally by ensuring access to food, medicine and essential goods anytime, anywhere. We design, build, and operate the world’s largest autonomous logistics system, delivering critical supplies quickly and reliably. Today, Zipline operates on four continents, makes a delivery somewhere in the world every 30 seconds, and has completed millions of deliveries to date, including blood, vaccines, medical supplies, food, and retail products.

Our customers include the world’s largest and most prominent healthcare systems, governments, retailers, restaurants and global businesses who rely on us to save lives, reduce emissions, increase economic opportunity, and provide delivery from point A to point B as fast as possible. The drone is only 15% of what we've built to enable seamless, reliable, global operations.

Our system strengthens supply chains, reduces congestion, and gives people time back. With more than 140 million commercial autonomous miles safely flown, Zipline is redefining access to healthcare, consumer products, and food across the globe.

We operate at a global scale and are looking for practical problem solvers who thrive on real-world challenges and rapid growth. Our team is motivated by building systems that have a direct, meaningful impact on people’s lives and by scaling the future of logistics. We are seeking people who sculpt from first principles, enjoy facing adversity, and can do the impossible at record breaking speeds.

About You and The Role

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.

What You'll Do

• 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.

What You'll Bring

• 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 Else You Need to Know

Zipline is an equal opportunity employer and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws or our own sensibilities.

We value diversity at Zipline and welcome applications from those who are traditionally underrepresented in tech.

Compensation

For sales roles, the compensation range reflects the role’s on-target earnings (OTE), which include both the annual base salary and target sales commissions or bonuses. The OTE for this role starts at $300,000.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Zipline's Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.