Mid Market Account Executive
Core
Drive new business for Zipline's drone delivery service with mid-market restaurant groups (50–199 locations), guiding them through multi-stakeholder decisions to launch operations.
Role type
Mid-market Account Executive (B2B SaaS/Logistics)
Builds
New partnerships and signed agreements for restaurant groups to integrate Zipline's autonomous delivery system.
Domain
Logistics / Autonomous Drones / Restaurant & Hospitality
Required skills
B2B sales cycle management, multi-stakeholder negotiation, pipeline forecasting, contract negotiation, stakeholder mapping, business value articulation, objection handling, travel readiness
Preferred skills
Experience with restaurant/hospitality/franchise sectors, familiarity with POS and online ordering systems, closing six-figure deals
Technologies
CRM tools, POS systems, online ordering platforms
Responsibilities
Build relationships with restaurant groups to create a steady pipeline of potential partners; Identify and engage corporate leaders, franchisees, and operators to shape delivery strategy; Coordinate complex conversations involving business reviews, location selection, technical questions, and contract terms; Collaborate with Partner Success, Operations, Product, Engineering, Legal, and Finance to prepare practical partner plans; Manage prospects from initial interest through signed agreement and launch planning; Represent Zipline at customer meetings, restaurant visits, and industry gatherings; Maintain accurate account plans, pipeline updates, and forecasts.
Seniority
Mid-level, hands-on IC