Mid Market Account Executive

flyzipline; Austin (TX); On-site; USD 90,000 - 150,000; Full time

Job summary

Zipline is expanding drone-delivery partnerships with restaurant groups (50-199 locations) and needs a Mid-Market Account Executive to drive growth. You will develop new partnerships, guide multi-team decisions, and turn signed agreements into launches, shaping how Zipline fits each restaurant's delivery strategy.

You will collaborate across Partner Success, Operations, Product, Engineering, Legal and Finance to craft practical partner plans, move opportunities through the funnel, and scale

Qualifications

• At least 4 years of success in a sales role with closing business.
• Experience with restaurant, hospitality, franchise, or multi-location customers.
• Six-figure contracts experience is helpful.
• Ability to open new conversations, articulate business value, and negotiate.
• Familiarity with POS, online ordering, reservations, or restaurant systems.
• Strong organization and forecast/pipeline management.

Responsibilities

• Build relationships with mid-market restaurant groups and create a steady pipeline of potential partners.
• Guide corporate and local teams through decisions involving multiple stakeholders and contract terms.
• Learn how each group runs its restaurants and evaluates new partners.
• Show how Zipline can support goals from guest experience to broader reach.
• Coordinate reviews, location selection, and technical questions to move opportunities forward.
• Collaborate with Partner Success, Operations, Product, Engineering, Legal, and Finance to plan partnerships.
• Keep deals progressing from interest to signed agreement and launch.
• Look for opportunities to grow partnerships across additional locations.
• Travel as needed to represent Zipline at meetings and industry events.

Skills

Account management

Sales experience

Pipeline management

Strategic selling

Education

Bachelor's degree

Tools

CRM (Salesforce)

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

Zipline is expanding drone delivery to more restaurants and communities. As a Mid-Market Account Executive, you'll help restaurant groups with 50-199 locations decide where and how Zipline fits their business.

You'll develop new partnerships, guide restaurant groups through decisions that involve both corporate and local teams, and help turn signed agreements into launches. You'll also bring what you learn from customers back to Zipline as we grow this part of the business.

What You'll Do

• Build relationships with restaurant groups that fit Zipline's mid‑market focus, and create a steady pipeline of potential partners.
• Find and engage the people who shape a group's delivery strategy, including corporate leaders, franchisees, and restaurant operators.
• Learn how each group runs its restaurants, serves delivery customers, and evaluates new partners.
• Show how Zipline's delivery service could support the group's goals, from improving the guest experience to reaching more customers.
• Coordinate the conversations and decisions needed to move an opportunity forward, including business reviews, location selection, technical questions, and contract terms.
• Work with Zipline's teams in Partner Success, Operations, Product, Engineering, Legal, and Finance to prepare partner plans that can work in practice.
• Keep prospects moving from initial interest to signed agreement, launch planning, and handoff to the teams supporting activation.
• Look for ways to grow successful partnerships across additional eligible locations.
• Keep account plans, pipeline updates, and forecasts current, and use what you learn in the field to strengthen Zipline's mid‑market approach.
• Represent Zipline at customer meetings, restaurant visits, and relevant industry gatherings. Travel as the role requires.

What You'll Bring

• At least 4 years of success in a sales role with responsibility for closing business, or comparable experience.
• Experience working with restaurant, hospitality, franchise, or other multi‑location customers.
• Examples of advancing and closing deals that require coordination among several decision‑makers; experience with six‑figure contracts is helpful.
• The ability to open new conversations, ask thoughtful questions, explain business value, and work through objections and negotiations.
• Familiarity with restaurant operations and tools such as POS, online ordering, reservations, or restaurant communications systems.
• Confidence managing sales processes that may take several months and involve both corporate and franchise stakeholders.
• Strong organization and follow‑through, including reliable pipeline management and forecasting.
• A collaborative approach to working with commercial, technical, and operational colleagues.

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.