SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
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 is redefining logistics and supply chain efficiency globally.
As a Mid-Market Account Executive, you will focus on restaurant groups with 50–199 locations, helping them understand how Zipline's drone delivery service fits their business model and operational needs. You will be responsible for developing new partnerships, managing complex sales cycles that involve multiple stakeholders (corporate leaders, franchisees, and local operators), and guiding customers from initial interest through signed agreements and launch planning.
Key responsibilities include:
- Building and maintaining relationships with mid-market restaurant groups and creating a steady pipeline of qualified prospects
- Identifying and engaging decision-makers across corporate and franchise structures
- Understanding each customer's delivery strategy, operations, and evaluation criteria
- Demonstrating how Zipline's service supports their business goals, from guest experience to customer reach
- Coordinating multi-stakeholder conversations covering business reviews, location selection, technical requirements, and contract terms
- Collaborating with internal teams (Partner Success, Operations, Product, Engineering, Legal, Finance) to develop executable partnership plans
- Managing the full sales cycle from prospect engagement through contract signature and handoff to activation teams
- Identifying expansion opportunities within successful partnerships
- Maintaining accurate account plans, pipeline forecasts, and field intelligence
- Representing Zipline at customer meetings, restaurant visits, and industry events; travel required
Requirements:
- Minimum 4 years of success in a sales role with responsibility for closing business, or equivalent experience
- Proven experience selling to restaurant, hospitality, franchise, or multi-location customer groups
- Track record of advancing and closing complex deals requiring coordination among multiple decision-makers; experience with six-figure contracts preferred
- Strong ability to initiate conversations, ask insightful questions, articulate business value, and navigate objections and negotiations
- Familiarity with restaurant operations and tools (POS systems, online ordering, reservations, restaurant communications platforms)
- Confidence managing extended sales cycles (several months) involving both corporate and franchise stakeholders
- Excellent organizational skills, reliable pipeline management, and forecasting discipline
- Collaborative working style with commercial, technical, and operational colleagues
