Enterprise Account Director – GTM

This is a fully remote position, open to applicants in California.

📋 Description

• Manage a portfolio of strategic enterprise accounts while achieving quarterly and annual revenue goals.

• Formulate and implement account strategies across key sectors such as healthcare, retail, marketplace, logistics, and other priority industries.

• Establish relationships with executive stakeholders in operations, supply chain, logistics, technology, finance, strategy, and customer experience.

• Conduct consultative discovery to comprehend customer workflows, service needs, delivery economics, operational challenges, and growth objectives.

• Develop business cases for autonomous delivery that address customer experience, cost, speed, reliability, sustainability, and accessibility.

• Navigate intricate, multi-year sales cycles involving technical integration, operational readiness, site deployment, legal, finance, procurement, and regulatory factors.

• Scale initial pilots or use cases into wider geographic, product, or operational implementations.

• Collaborate with Product, Engineering, Operations, Customer Experience, Legal, Finance, and Regulatory teams to create scalable solutions.

• Foster executive alignment within customer organizations and with Zipline.

• Generate pipeline through strategic outbound prospecting, industry connections, partnerships, events, and account-based selling.

• Represent Zipline in customer meetings, industry conferences, and executive-level discussions.

• Oversee the commercial process from initial conversation to contract finalization, implementation planning, and transition to operational teams.

⛳️ Requirements

• 6+ years of proven enterprise sales experience managing the complete sales cycle.

• Demonstrated experience in prospecting, conducting discovery sessions, delivering product demonstrations, negotiating, and closing significant 7- to 8-figure deals.

• Established track record of meeting or exceeding quotas through outbound prospecting, inbound lead conversion, and account growth.

• Experience selling to multi-location retailers, franchise operations, or companies with distributed frontline teams.

• Strong skills in discovery, consultative selling, objection handling, and value messaging.

• Experience in managing multiple active opportunities with organized pipeline and forecasting discipline.

• Ability to work collaboratively with Solutions Consulting, Marketing, Implementation, and Customer Success teams.

🏝️ Benefits

• On-target earnings (OTE) beginning at $300,000, which includes an annual base salary and target sales commissions or bonuses.

• Equal opportunity employer.

• A diversity-focused workplace that welcomes applications from individuals traditionally underrepresented in tech.