Senior Manager, SMB Sales Operations & Enablement

Zipline•South San Francisco, CA

13h•Onsite

About The Position

Zipline is the world’s largest and most experienced drone delivery service, on a mission to provide equal access to food, medicine, and essential goods globally. They design, build, and operate an autonomous logistics system, completing millions of deliveries across four continents, including blood, vaccines, medical supplies, food, and retail products. Their customers include prominent healthcare systems, governments, retailers, restaurants, and global businesses. Zipline emphasizes that the drone is only 15% of their system, which strengthens supply chains, reduces congestion, and gives people time back. With over 140 million commercial autonomous miles safely flown, Zipline is redefining access to healthcare, consumer products, and food across the globe. They operate at a global scale and 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 individuals who sculpt from first principles, enjoy facing adversity, and can do the impossible at record-breaking speeds. The role is for a highly motivated operator to build the sales infrastructure and enablement foundation for Zipline’s SMB restaurant partnerships. This individual will work closely with sales leadership and field sellers to design the processes, tools, and playbooks that enable Zipline to consistently sign, launch, and support local restaurant partners across multiple markets. This is a hands-on, builder role, defining how the SMB motion works today while laying the foundation to scale it nationally. The position will be based at Zipline's HQ in South San Francisco, CA.

Requirements

6–10 years of experience in sales operations, sales enablement, revenue operations, or strategy & operations
Experience supporting SMB or marketplace sales motions, ideally with local businesses such as restaurants, retail, or services
Strong operator mindset with the ability to build processes and systems from scratch
Experience implementing or managing CRM systems and sales analytics (HubSpot, Salesforce, etc.)
Ability to translate field feedback into practical tools, playbooks, and improvements
Excellent cross-functional collaboration skills across sales, operations, product, and support teams
Comfort operating in a fast-moving startup environment with evolving processes

Nice To Haves

Experience with local merchant acquisition models (restaurants, marketplaces, fintech, or logistics platforms)
Background at a high-growth startup or marketplace company
Experience supporting field sales teams

Responsibilities

Build the SMB sales playbook
Define and document the outreach motion, messaging, and sales process for signing local restaurant partners so successful approaches can be replicated across new markets.
Stand up the core sales infrastructure
Design CRM workflows, pipeline stages, dashboards, and reporting that give leadership clear visibility into sales activity, conversion, and market performance.
Enable sellers to close partnerships effectively
Develop scripts, FAQs, pricing guidance, and training that help sellers clearly communicate the Zipline partnership to restaurant owners.
Build the restaurant prospecting engine
Identify lead data sources, prospecting tools, and territory design that help sellers consistently find and prioritize the right restaurants.
Design the merchant onboarding experience
Create the workflows, documentation, and tools that move restaurants from signed partnership to successful launch quickly and smoothly.
Support partner success and retention
Define merchant health metrics and feedback loops that ensure restaurants have a strong experience and help Zipline continuously improve the partnership model.
Scale the SMB sales engine across markets
Standardize tools, playbooks, and processes so Zipline can efficiently grow local restaurant partnerships across multiple metros.