Enterprise Account Director, GTM

The role

You will identify, develop, and close complex enterprise opportunities with organizations for autonomous delivery at scale. You will own strategic accounts across industries like healthcare, retail, and logistics through the full sales cycle.

What you will do

• Own a portfolio of strategic enterprise accounts and deliver against revenue targets.
• Develop and execute account strategies across priority industries.
• Build relationships with executive stakeholders.
• Lead consultative discovery to understand customer workflows and requirements.
• Create business cases for autonomous delivery.
• Navigate complex, multi-year sales cycles.
• Identify opportunities to expand from initial pilots to broader deployments.
• Partner with Product, Engineering, Operations, Customer Experience, Legal, Finance, and Regulatory teams.
• Build executive alignment across customer and Zipline organizations.
• Generate new pipeline through prospecting, relationships, partnerships, and events.

Required qualifications

• 6+ years of successful enterprise experience owning the full sales cycle.
• Experience closing large 7 to 8 figure deals.
• Proven ability to meet or exceed quota through prospecting, 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.
• Experience managing multiple active opportunities with organized pipeline and forecast discipline.
• Ability to collaborate with Solutions Consulting, Marketing, Implementation, and Customer Success.

About the company

Zipline is the world’s largest and most experienced drone delivery service. They operate an autonomous logistics system to deliver food, medicine, and essential goods globally.