Head of Go-to-Market Finance

Zipline•South San Francisco, CA

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, making millions of deliveries globally. The company operates on four continents, making a delivery every 30 seconds, and serves healthcare systems, governments, retailers, restaurants, and global businesses. Zipline is looking for practical problem solvers motivated by building systems with a direct, meaningful impact on people’s lives and scaling the future of logistics. The Head of Go-to-Market Finance is a critical leadership role on Zipline’s Strategic Finance team, central to the company’s commercial decision-making. This leader will own Zipline’s end-to-end commercial financial strategy and partner with senior leaders across Sales, Marketing, Customer Success, Communications, Product, Engineering, and Metro Commercial teams. The role involves defining Zipline’s growth, setting commercial ambition, shaping revenue strategy, evaluating market and customer opportunities, and building financial and analytical systems for a scaled consumer and enterprise business. It spans core GTM motions, enterprise partnerships, new vertical launches, and Zipline Marketplace, their direct-to-consumer platform. The individual will translate complexity into clarity for Zipline’s leadership and investors regarding the commercial business's health, trajectory, and tradeoffs. Additionally, they will build and lead a Go-to-Market Finance team focused on understanding customers, unit economics, and growth levers. This is an in-person role based at Zipline's HQ in South San Francisco.

Requirements

10+ years of experience in strategic finance, GTM finance, investment banking, consulting, or commercial strategy within high-growth, complex businesses.
Proven experience partnering with senior GTM, Product, or Revenue leaders to drive growth while maintaining disciplined economics.
Demonstrated success building and leading high-performing teams in fast-moving environments.
Deep expertise in financial modeling, forecasting, and scenario analysis — comfortable owning full-stack, from first principles to executive storytelling.
Strong understanding of commercial metrics including revenue, deliveries, customers, CAC, LTV, GMV, and unit economics.
Exceptional communication skills, with the ability to influence executives and align diverse stakeholders.
Entrepreneurial mindset with a track record of creating clarity, momentum, and results amid ambiguity.
Passion for mission-driven work and for shaping how breakthrough technology reaches real people at scale

Nice To Haves

Experience in marketplaces, logistics, e-commerce, or food/retail delivery
Exposure to consumer pricing, promotions, and loyalty models
Experience designing or scaling financial systems, billing, or flow-of-funds infrastructure
Prior interaction with Boards or investors in a high-growth environment

Responsibilities

Serve as the senior financial partner to Go-to-Market leadership, shaping commercial strategy across Sales, Marketing, Customer Success, and Metro GTM teams.
Define Zipline’s commercial ambition during annual and quarterly planning cycles, including revenue targets, expansion strategy, and investment tradeoffs.
Own end-to-end commercial forecasting, including revenue, deliveries, customers, GMV, CAC, LTV, and contribution margin across markets and verticals.
Lead monthly, quarterly, and annual business reviews, providing clear, actionable insights to executives and the Board.
Hire, develop, and lead a team of top-tier finance and analytics talent focused on commercial performance, growth strategy, and unit economics.
Establish Zipline’s GTM finance operating model — defining how insights are generated, shared, and acted on across the business.
Create a culture of rigor, speed, and ownership, ensuring the team can rapidly identify trends, risks, and opportunities and drive decisive action.
Own financial leadership for Zipline Marketplace, our direct-to-consumer delivery platform.
Design and evaluate pricing, promotions, loyalty programs, and monetization strategies, assessing impact on demand, retention, and margin.
Build and maintain marketplace metrics including CAC, LTV, retention, churn, order mix, and cohort performance.
Identify and evaluate new revenue streams such as advertising, partner promotions, and co-marketing programs.
Partner with Product, Engineering, and GTM to design scalable billing, refunds, and flow-of-funds infrastructure.
Own Marketplace COGS and delivery economics, driving continuous improvement in cost efficiency and unit profitability.
Serve as the senior financial voice in high-impact commercial negotiations, including pricing, contract structure, and long-term unit economics.
Evaluate and structure complex partnerships across health, food, retail, and emerging verticals.
Forecast bookings, backlog, and time-to-revenue across Zipline’s commercial pipeline.
Set sales targets and design incentive structures that align GTM behavior with Zipline’s strategic objectives.
Establish and own Zipline’s commercial metrics framework, ensuring consistent, trusted reporting across teams.
Translate detailed financial and operational data into compelling narratives for executives, investors, and partners.
Proactively surface insights that shape strategy, resource allocation, and execution speed across the company.