Mid Market Account Executive

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

Job summary

Zipline is expanding its mid-market drone delivery to restaurant groups with 50-199 locations. As a Mid-Market Account Executive, you will identify ideal restaurant partners, manage relationships, and drive deals that scale across multiple locations.

You will engage corporate leaders, franchisees, and operators to understand delivery needs, demonstrate Zipline’s value, and coordinate cross-functional teams to close and implement partnerships. Travel will be required as the role grows.

Qualifications

• 4+ years of success in a sales role with closing experience.
• Experience with restaurant, hospitality, or multi-location customers is preferred.
• Proven ability to advance and close deals involving multiple stakeholders; six-figure contracts are a plus.
• Ability to open conversations, articulate business value, and handle objections.

Responsibilities

• Build relationships with mid-market restaurant groups and create a steady pipeline of potential partners.
• Identify decision-makers such as corporate leaders, franchisees, and operators.
• Learn how each group runs its restaurants, serves delivery customers, and evaluates partners.
• Demonstrate Zipline’s delivery service aligning with each group’s goals and growth plans.
• Coordinate conversations including business reviews, location selection, and contract terms.
• Collaborate with Partner Success, Ops, Product, Engineering, Legal, and Finance to craft practical partner plans.
• Guide prospects from initial interest to signed agreement, launch planning, and activation handoff.
• Identify opportunities to expand partnerships across additional locations.
• Maintain updated account plans, pipeline, and forecasts to strengthen Zipline’s mid-market approach.
• Represent Zipline at meetings and industry events; travel as required.

Skills

Sales Experience

Relationship Building

Negotiation

Pipeline Management

Cross-functional Collaboration

Multi-location Accounts

Contract Negotiation

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.

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.

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.