Head of Commercial, Phoenix

Do you want to change the world? Zipline is on a mission to transform the way goods move. Our aim is to solve the world’s most urgent and complex access challenges by building, manufacturing and operating the first instant delivery and logistics system that serves all humans equally, wherever they are. From powering Rwanda’s national blood delivery network and Ghana’s COVID-19 vaccine distribution, to providing on-demand home delivery for Walmart, to enabling healthcare providers to bring care directly to U.S. homes, we are transforming the way things move for businesses, governments and consumers. The technology is complex but the idea is simple: a teleportation service that delivers what you need, when you need it. Using robotics and autonomy, we are decarbonizing delivery, decreasing road congestion, and reducing fossil fuel consumption and air pollution, while providing equitable access to billions of people and building a more resilient global supply chain.

 

Join Zipline and help us to make good on our promise to build an equitable and more resilient global supply chain for billions of people.

About You and The Role  

As Head of Commercial for the Phoenix metro, you’ll be accountable for scaling a healthy, high intent marketplace and the metro & site-level business that supports it. You’ll own metro and site level P&Ls and customer metrics (GMV, fleet utilization, take rate, customer growth, retention and frequency), build locally relevant partnerships and go-to-market plays, and run the day-to-day commercial engine that makes Zipline the obvious choice across retail, food, healthcare and industrial use cases. This role is about execution, accountability, and results — you’ll lead a small, high-output team and be Zipline’s external face in the region.

Why You'll Love it: You’ll join people who love the product and ship real outcomes. Competitive pay, meaningful equity, great benefits, and yes — tasty office food. You’ll build things that matter with a team that cares. We move fast, celebrate wins, and have fun doing it. 

What You'll Do  

• Metro & site P&L and customer metrics. Be accountable for economics and customer outcomes (GMV, fleet utilization, take rate, customer growth, retention, frequency).
• Build a healthy marketplace. Create customer-relevant, liquid marketplaces measured by utilization, customer frequency, retention, and order economics.
• Regional & local sales / partnerships. Own regional and local sales and partnerships; act as the pull function for HQ Sales/Partner Success to activate local enterprise partner stores.
• Local go-to-market & brand love. Ideate and execute local marketing strategies — community engagement, events, activations, and demand partnerships — that drive local brand love and help localize/prioritize HQ marketing work.
• Site selection & capacity planning. Align teams around expansion priorities and work with Maintenance/Operations to align growth with delivery capacity and service quality.
• Demand forecasting & planning. Aggregate forward demand signals across partners into the demand forecast to support company-level planning.
• Experimentation & new use cases. Run experiments and launch new use cases/partners (for example: hero restaurants, auto parts, prescriptions, health system pilots) to expand the platform’s scope and utility.
• Cross-functional & national collaboration. Partner with central HQ teams, such as Marketing, Analytics, Tech and more, and the Houston Operations teams to execute Zipline’s market strategy and ensure site-level realities are heard and prioritized. 
• Customer obsession. Be the expert and advocate for the customer in Houston. Surface partner and consumer feedback to inform and drive improvements to the experience. 
• External leadership. Serve as Zipline’s external face in the region — representing the business with customers, partners, regulators and the community.

What You'll Bring 

• Commercial, sales, or business leadership experience with clear P&L ownership or revenue accountability.
• Proven ability to scale a product or business from launch through growth — ideally in a regulated or operationally complex environment.
• Deep commercial acumen: you translate market insight, pricing and customer needs into practical growth plans.
• Experience collaborating with product/platform teams to surface business requirements and shape platform priorities — without owning national roadmaps.
• Strong cross-functional leadership: you’ve partnered with ops, maintenance, marketing, analytics, and central sales to execute regional plans.
• Exceptional communication and negotiation skills — comfortable with audiences from store managers to C-suite.
• Entrepreneurial, analytical, and execution-oriented mindset — you move fast, experiment, and measure rigorously.
• This role must be based in the Phoenix metro.
• Must be eligible to work in the U.S.

What Else You Need to Know