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Salary: USD 300,000 - 0 / annual
Zipline is the world's largest autonomous drone delivery service, operating on four continents and completing millions of deliveries of blood, vaccines, medical supplies, food, and retail products. The company has flown over 140 million commercial autonomous miles and makes a delivery somewhere globally every 30 seconds.
As an Enterprise Account Director, you will drive Zipline's commercial growth by identifying, developing, and closing complex enterprise opportunities with large organizations across healthcare, retail, food & beverage, logistics, and consumer services. You will own a strategic portfolio of accounts and manage the full enterprise sales cycle from market development and executive discovery through business-case development, commercial negotiation, partnership design, and launch.
Key responsibilities include:
- Own a portfolio of strategic enterprise accounts and deliver against quarterly and annual revenue targets
- Develop and execute account strategies across priority industries
- Build relationships with executive stakeholders in operations, supply chain, logistics, technology, finance, strategy, and customer experience
- Lead consultative discovery to understand customer workflows, service requirements, delivery economics, and growth priorities
- Create compelling business cases for autonomous delivery covering 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 expansion opportunities from pilots into broader geographic, product, or operational deployments
- Partner with Product, Engineering, Operations, Customer Experience, Legal, Finance, and Regulatory teams to design scalable solutions
- Build executive alignment across customer and Zipline organizations
- Generate new pipeline through strategic outbound prospecting, industry relationships, partnerships, and account-based selling
- Represent Zipline credibly in customer meetings, industry forums, and executive conversations
- Own the commercial process from first conversation through contract execution and handoff to operating teams
Requirements:
- 6+ years of successful enterprise sales experience, owning the full sales cycle from prospecting and discovery through demonstrations, negotiation, and close of large 7-8 figure deals
- Proven ability to meet or exceed quota through outbound prospecting, inbound lead conversion, and account expansion
- Experience selling to multi-location retailers, franchise organizations, or businesses with distributed frontline teams
- Strong discovery, consultative selling, objection handling, and value-messaging skills
- Ability to manage multiple active opportunities with organized pipeline and forecast discipline
- Ability to collaborate with Solutions Consulting, Marketing, Implementation, and Customer Success
