Senior Manager, SMB Sales Operations & Enablement

Zipline•South San Francisco, CA

8d•Onsite

About The Position

We are looking for a highly motivated operator to build the sales infrastructure and enablement foundation for Zipline’s SMB restaurant partnerships. This role 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: you will help define how our SMB motion works today while laying the foundation to scale it nationally. This role will be based at our 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.