Head of Commercial, Phoenix

Zipline•Phoenix, AZ

3h•Onsite

About The Position

Zipline is the world’s largest and most experienced drone delivery service, on a mission to serve all humans equally by ensuring access to food, medicine and essential goods anytime, anywhere. They 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. Their customers include the world’s largest and most prominent healthcare systems, governments, retailers, restaurants and global businesses who rely on them to save lives, reduce emissions, increase economic opportunity, and provide delivery from point A to point B as fast as possible. With more than 140 million commercial autonomous miles safely flown, Zipline is redefining access to healthcare, consumer products, and food across the globe. They are looking for practical problem solvers who thrive on real-world challenges and rapid growth, motivated by building systems that have a direct, meaningful impact on people’s lives and by scaling the future of logistics. They seek people who sculpt from first principles, enjoy facing adversity, and can do the impossible at record breaking speeds. As Head of Commercial for the Phoenix metro, this role is accountable for scaling a healthy, high intent marketplace and the metro & site-level business that supports it. The Head of Commercial will 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 — leading a small, high-output team and being Zipline’s external face in the region.

Requirements

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.

Responsibilities

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.