Enterprise Account Director – GTM

Zipline

. Own a portfolio of strategic enterprise accounts and deliver against quarterly and annual revenue targets .

Posted 10/7/2026full-timeRemote • California • United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in enterprise sales, managing complex sales cycles, and building strategic relationships across various industries. Proven ability to develop account strategies, generate pipeline, and execute against revenue targets while collaborating with cross-functional teams.

Highest-signal resume keywords

Enterprise Sales ExperienceConsultative SellingAccount Strategy DevelopmentPipeline ManagementStakeholder Relationship Building

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementProspectingProduct DemonstrationsNegotiationClosing Large DealsQuota AchievementAccount ExpansionObjection HandlingValue MessagingForecast Discipline

Soft Skills

CollaborationRelationship BuildingConsultative Discovery

Industry Keywords

HealthcareRetailMarketplaceLogisticsCustomer ExperienceOperational ReadinessTechnical IntegrationRegulatory ConsiderationsMulti-Location RetailersFranchise Organizations

About the role

Key responsibilities & impact

Own a portfolio of strategic enterprise accounts and 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 business cases for autonomous delivery covering 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
Expand initial pilots or use cases into broader geographic, product, or operational deployments
Partner with Product, Engineering, Operations, Customer Experience, Legal, Finance, and Regulatory teams to design scalable solutions
Build executive alignment across customer organizations and Zipline
Generate pipeline through strategic outbound prospecting, industry relationships, partnerships, events, and account-based selling
Represent Zipline 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

Requirements

What you’ll need

6+ years of successful enterprise sales experience owning the full sales cycle
Experience prospecting, conducting discovery, giving product demonstrations, negotiating, and closing large 7- to 8-figure deals
Proven ability to meet or exceed quota through outbound prospecting, inbound 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

Benefits

Comp & perks

On-target earnings (OTE) starting at $300,000, including annual base salary and target sales commissions or bonuses
Equal opportunity employer
Diversity-focused workplace welcoming applications from traditionally underrepresented people in tech