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About the Role

As an Enterprise Account Director at Zipline, you will help shape and accelerate Zipline’s commercial growth by identifying, developing, and closing complex enterprise opportunities with organizations that can benefit from autonomous delivery at scale. You will own strategic accounts across various industries and manage the full enterprise sales cycle, helping customers understand Zipline's value proposition and guiding them from pilot to scaled deployment.

Responsibilities

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.

Requirements

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.

Experience Level

6+ years of enterprise experience

About the Company

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.

Equal Opportunity

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.
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.