Enterprise Account Executive

<div class="content-intro"><h3>About Zipline</h3> <p>Zipline is the world’s largest and most experienced drone delivery service. We are on a mission to serve all humans equally by ensuring access to food, medicine and essential goods anytime, anywhere. We design, build, and operate the world’s largest autonomous logistics system, delivering critical supplies quickly and reliably. Today, Zipline operates on four continents, makes a delivery somewhere in the world every 30 seconds, and has completed millions of deliveries to date, including blood, vaccines, medical supplies, food, and retail products. </p> <p>Our customers include the world’s largest and most prominent healthcare systems, governments, retailers, restaurants and global businesses who rely on us to save lives, reduce emissions, increase economic opportunity, and provide delivery from point A to point B as fast as possible. The drone is only 15% of what we’ve built to enable seamless, reliable, global operations.</p> <p>Our system strengthens supply chains, reduces congestion, and gives people time back. With more than 140 million commercial autonomous miles safely flown, Zipline is redefining access to healthcare, consumer products, and food across the globe.</p> <p>We operate at a global scale and are looking for practical problem solvers who thrive on real-world challenges and rapid growth. Our team is motivated by building systems that have a direct, meaningful impact on people’s lives and by scaling the future of logistics. We are seeking people who sculpt from first principles, enjoy facing adversity, and can do the impossible at record breaking speeds.</p></div><h2><strong>About You and The Role </strong></h2> <p>Zipline is rapidly expanding our life-saving drone delivery footprint in the United States following the success and continued growth of the business across the globe. We are looking for an elite Enterprise Account Executive to join our US team as our first hire dedicated to domestic health systems sales. Read about our US launch <a class="_ymio1r31 _ypr0glyw _zcxs1o36 _mizu194a _1ah3dkaa _ra3xnqa1 _128mdkaa _1cvmnqa1 _4davt94y _4bfu18uv _1hms8stv _ajmmnqa1 _vchhusvi _kqswh2mm _2rkolb4i _ect4ttxp _syaz13af _1a3b18uv _4fpr8stv _5goinqa1 _f8pj13af _9oik18uv _1bnxglyw _jf4cnqa1 _30l313af _1nrm18uv _c2waglyw _1iohnqa1 _9h8h12zz _10531ra0 _1ien1ra0 _n0fx1ra0 _1vhv17z1" href="https://www.bloomberg.com/news/articles/2020-05-27/zipline-medical-drones-begin-flying-in-the-united-states" data-renderer-mark="true" data-is-router-link="false" data-testid="link-with-safety"><u data-renderer-mark="true">here</u></a>!</p> <h2><strong>What You'll Do </strong></h2> <ul class="ul1"> <li class="li1">Drive an effective sales process: source to close to attain/exceed your sales targets</li> <li class="li1">Effectively articulate the benefits of Zipline’s solution to prospective customers</li> <li class="li1">Evangelize and articulate the benefits of Zipline to prospective customers</li> <li class="li1">Actively prospect to develop qualified leads</li> <li class="li1">Rigorously qualify opportunities</li> <li class="li1">Design and execute account plans and strategies for all target accounts </li> <li class="li1">Craft tailored content, including presentations, proposals and custom ROI analyses</li> </ul> <p class="p1"><strong>Within 60 days, you'll:</strong></p> <ul class="ul1"> <li class="li1">Gain deep knowledge of Zipline’s solution and customer value </li> <li class="li1">Perfect your own presentation of the Zipline value proposition</li> <li class="li1">Work with cross functional teams to gain deeper understanding of Zipline’s buyer and stakeholder personas</li> <li class="li1">Familiarize yourself with Zipline’s internal systems and processes</li> </ul> <p class="p1"><strong>Within 180 days, you'll be:</strong></p> <ul class="ul1"> <li class="li1">An expert in the Zipline solution and Zipline buyer personas </li> <li class="li1">Fully ramped and conveying the Zipline story across your territory</li> <li class="li1">Actively advancing several opportunities towards closed-won</li> <li class="li1">Consistently building qualified pipeline</li> </ul> <p class="p1"><strong>Within 365 days, you'll:</strong></p> <ul class="ul1"> <li class="li1">Have closed your first enterprise customer.</li> <li class="li1">Add to the sales team's best practices in the vertical</li> </ul> <h2><strong>What You'll Bring</strong></h2> <ul class="ul1"> <li class="li1">Substantive experience with the planning, execution and management of a complex solution sales process--ideally for enterprise clients within a new market (we would be excited to learn that you’ve demonstrated success in managing market entry strategy, funding evaluation, and related research and analysis)</li> <li class="li1">Collaborative approach to sales that includes working with multiple groups both internally and externally</li> <li class="li1">Exceptional communication and presentation skills that build confidence and credibility</li> <li class="li1">Demonstrated ability to drive stakeholder mapping, develop relationships with C-level business stakeholders, and maintain a network of relationships to promote partnerships</li> <li class="li1">Inherent self-sufficiency, flexibility and confidence, with a preference for autonomously owning activities that drive revenue</li> <li class="li1">Advanced strategic and project management skills</li> <li class="li1">Ability to manage multiple large (Million-dollar+), complex sales opportunities simultaneously</li> <li class="li1">Innate passion for seeking depth and complete understanding in an account and market</li> <li class="li1">History of establishing high revenue, multi-year business plans and roadmaps for large-scale implementations</li> <li class="li1">Exceptional ability to analyze customers’ business situations from multiple viewpoints to identify gaps/opportunities, and align proposed solutions with the customer’s strategy and goals</li> </ul> <h2><strong>What Else You Need To Know<br></strong></h2> <p>Zipline is an equal opportunity employer and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws or our own sensibilities.</p> <p>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!</p><div class="content-conclusion"><h3 class="p1"><strong>Voluntary Self-Identification</strong></h3> <p class="p2">For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.</p> <p class="p2">As set forth in Zipline ’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.</p></div>