Head of Go-to-Market Finance at Zipline in South San Francisco, CA

About Zipline

Zipline is the world’s largest and most experienced drone delivery service. We are on a mission to serve all humans equally by ensuring access to food, medicine and essential goods anytime, anywhere. We 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.

Our customers include the world’s largest and most prominent healthcare systems, governments, retailers, restaurants and global businesses who rely on us to save lives, reduce emissions, increase economic opportunity, and provide delivery from point A to point B as fast as possible. The drone is only 15% of what we’ve built to enable seamless, reliable, global operations.

Our system strengthens supply chains, reduces congestion, and gives people time back. With more than 140 million commercial autonomous miles safely flown, Zipline is redefining access to healthcare, consumer products, and food across the globe.

We operate at a global scale and are looking for practical problem solvers who thrive on real-world challenges and rapid growth. Our team is motivated by building systems that have a direct, meaningful impact on people’s lives and by scaling the future of logistics. We are seeking people who sculpt from first principles, enjoy facing adversity, and can do the impossible at record breaking speeds.

About You and The Role

The Head of Go-to-Market Finance is a critical leadership role on Zipline’s Strategic Finance team and sits at the center of the company’s commercial decision-making. This leader will own Zipline’s end-to-end commercial financial strategy and serve as a trusted partner to senior leaders across Sales, Marketing, Customer Success, Communications, Product, Engineering, and our Metro Commercial teams.

You will be responsible for defining how Zipline grows, setting commercial ambition, shaping revenue strategy, evaluating market and customer opportunities, and building the financial and analytical systems that power a scaled, durable consumer and enterprise business.

This role spans Zipline’s full commercial surface area: core GTM motions, enterprise partnerships, new vertical launches, and Zipline Marketplace, our direct-to-consumer platform. You will translate complexity into clarity, ensuring Zipline’s leadership team and investors always have a precise, real-time understanding of the health, trajectory, and tradeoffs of our commercial business.

Just as importantly, you will build and lead a powerhouse Go-to-Market Finance team, a group of elite operators who deeply understand Zipline’s customers, unit economics, and growth levers, and who can move as quickly as the business demands.

This role will be an in-person role, based at our HQ in South San Francisco.

What You'll Do

Set and Own Zipline’s Commercial Financial Strategy

• 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.

Build and Lead a World-Class GTM Finance Organization

• 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.

Power the Growth of Zipline Marketplace & Consumer Products

• 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.

Lead Commercial Deals & Revenue Innovation

• 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.

Be the Source of Truth for Commercial Performance

• 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.

What You'll Bring

• 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 Have

• 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

What Else You Need to Know

The starting cash range for this role is $220,000-$250,000, plus equity. Please note that this is a target, starting cash range for a candidate who meets the minimum qualifications for this role. The final cash pay for this role will depend on a variety of factors, including a specific candidate's experience, qualifications, skills, working location, and projected impact. The total compensation package for this role may also include: discretionary annual or performance bonuses; sales incentives; benefits such as medical, dental and vision insurance; paid time off; and more.

Zipline is an equal opportunity employer and prohibits discrimination and harassment of any type without regard to race, color, ancestry, national origin, religion or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other characteristics protected by state, federal or local law or our other policies.

We value diversity at Zipline and welcome applications from those who are traditionally underrepresented in tech. If you like the sound of this position but are not sure if you are the perfect fit, please apply!