Enterprise Account Director, GTM

About You and The Role

As an Enterprise Account Director at Zipline, you will help shape and accelerate Zipline’s commercial growth. You will identify, develop, and close complex enterprise opportunities with organizations that can benefit from autonomous delivery at scale.

You will own strategic accounts across industries such as healthcare, retail, food & beverage, logistics, and consumer services. Your work will span the full enterprise sales cycle from market development and executive discovery through business-case development, commercial negotiation, partnership design, and launch.

This role requires more than selling a software product. You will help customers understand how Zipline can improve access, delivery speed, service reliability, customer experience, and operational economics. You’ll work with senior executives to define the right use case, build internal alignment, and create a path from initial pilot to scaled deployment.

What You'll Do

• 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.

What You'll Bring

• 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.

What Else You Need to Know

We value diversity at Zipline and welcome applications from those who are traditionally underrepresented in tech. If you like the sound of this position but are not sure if you are the perfect fit, please apply!