Head of Commercial

Zipline; Atlanta (GA); On-site; USD 190,000 - 320,000; Full time

Job summary

Zipline in Atlanta seeks a Head of Commercial to scale a thriving marketplace and own metro P&Ls. You’ll drive GMV, fleet utilization, take rate and customer growth, while building local partnerships and go-to-market plays that connect retail, food, healthcare and industrial use cases.

You will lead a small team, coordinate with HQ and Phoenix Operations, and act as Zipline’s external face in the region. Must be based in Atlanta and eligible to work in the U.S.

Qualifications

• Commercial, sales, or business leadership experience with clear P&L ownership or revenue accountability.
• Proven ability to scale a product or business from launch through growth in a regulated or complex environment.
• Deep commercial acumen: translate market insight into practical growth plans.
• Experience collaborating with product/platform teams to surface business requirements.

Responsibilities

• Own metro and site-level P&L and customer metrics (GMV, fleet utilization, take rate, growth, retention, frequency).
• Build a healthy marketplace with liquid, high-utility demand and strong unit economics.
• Lead regional/local sales and partnerships; coordinate with HQ Sales/Partner Success for local activation.
• Develop local GTM and brand love; manage events, activations and demand partnerships.
• Lead site selection and capacity planning; align growth with delivery capacity and service quality.
• Forecast demand and support company-wide planning with partners.
• Run experiments and launch new use cases/partners to expand platform scope.
• Collaborate with Marketing, Analytics, Tech and Phoenix Ops to align priorities.
• Advocate for the customer; surface feedback to improve experience.
• Represent Zipline externally with customers, partners and regulators in the region.

Skills

Commercial leadership

P&L ownership

Growth strategy

Cross-functional collaboration

Communication & negotiation

Entrepreneurial mindset

Atlanta-based

Job description

Head of Commercial, Atlanta

Location: Atlanta, Georgia, USA

Department: Commercial

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 Head of Commercial for the Atlanta metro, you’ll be accountable for scaling a healthy, high intent marketplace and the metro & site-level business that supports it. You’ll own metro and site level P&Ls and customer metrics (GMV, fleet utilization, take rate, customer growth, retention and frequency), build locally relevant partnerships and go-to-market plays, and run the day-to-day commercial engine that makes Zipline the obvious choice across retail, food, healthcare and industrial use cases. This role is about execution, accountability, and results — you’ll lead a small, high-output team and be Zipline’s external face in the region.

Why You'll Love it: You’ll join people who love the product and ship real outcomes. Competitive pay, meaningful equity, great benefits, and yes — tasty office food. You’ll build things that matter with a team that cares. We move fast, celebrate wins, and have fun doing it.

What You'll Do

• Metro & site P&L and customer metrics. Be accountable for economics and customer outcomes (GMV, fleet utilization, take rate, customer growth, retention, frequency).
• Build a healthy marketplace. Create customer-relevant, liquid marketplaces measured by utilization, customer frequency, retention, and order economics.
• Regional & local sales / partnerships. Own regional and local sales and partnerships; act as the pull function for HQ Sales/Partner Success to activate local enterprise partner stores.
• Local go-to-market & brand love. Ideate and execute local marketing strategies — community engagement, events, activations, and demand partnerships — that drive local brand love and help localize/prioritize HQ marketing work.
• Site selection & capacity planning. Align teams around expansion priorities and work with Maintenance/Operations to align growth with delivery capacity and service quality.
• Demand forecasting & planning. Aggregate forward demand signals across partners into the demand forecast to support company-level planning.
• Experimentation & new use cases. Run experiments and launch new use cases/partners (for example: hero restaurants, auto parts, prescriptions, health system pilots) to expand the platform’s scope and utility.
• Cross-functional & national collaboration. Partner with central HQ teams, such as Marketing, Analytics, Tech and more, and the Phoenix Operations teams to execute Zipline’s market strategy and ensure site-level realities are heard and prioritized.
• Customer obsession. Be the expert and advocate for the customer in Phoenix. Surface partner and consumer feedback to inform and drive improvements to the experience.
• External leadership. Serve as Zipline’s external face in the region — representing the business with customers, partners, regulators and the community.

What You'll Bring

• Commercial, sales, or business leadership experience with clear P&L ownership or revenue accountability.
• Proven ability to scale a product or business from launch through growth — ideally in a regulated or operationally complex environment.
• Deep commercial acumen: you translate market insight, pricing and customer needs into practical growth plans.
• Experience collaborating with product/platform teams to surface business requirements and shape platform priorities — without owning national roadmaps.
• Strong cross-functional leadership: you’ve partnered with ops, maintenance, marketing, analytics, and central sales to execute regional plans.
• Exceptional communication and negotiation skills — comfortable with audiences from store managers to C-suite.
• Entrepreneurial, analytical, and execution-oriented mindset — you move fast, experiment, and measure rigorously.
• This role must be based in the Atlanta metro.
• Must be eligible to work in the U.S.

What Else You Need To Know

The starting cash range for this role is $XXX. Please note that this is a target, starting cash range for a candidate who meets the minimum qualifications for this role. The final cash pay for this role will depend on a variety of factors, including a specific candidate's experience, qualifications, skills, working location, and projected impact. The total compensation package for this role may also include: equity compensation; overtime pay; discretionary annual or performance bonuses; sales incentives; benefits such as medical, dental and vision insurance; paid time off; and more.

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.

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.