Partnerships Manager, Restaurants at Zipline · South…

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

Zipline is building the future and as a Partnerships Manager, you will ensure that our amazing technology delivers incredible outcomes for our strategic restaurant partners.

In this role you will own the relationship with Zipline’s key strategic restaurant partners. You will be directly responsible for launching, managing, and growing the partnership as Zipline scales, serving as the face of Zipline to your partners. You will develop a deep understanding of their business models and operations that will enable you to identify how Zipline can help them revolutionize their businesses. You will then collaborate closely with our internal operations and product teams to ensure that Zipline delivers results that exceed their expectations. Finally, you will provide key insights on what new product features and capabilities will deliver the biggest impact for our customers, influencing the overall product roadmap.

Our ideal candidate for this role is customer obsessed and deeply curious. You should be a structured thinker and action oriented – able to coordinate across multiple teams to develop a plan and drive execution. Finally, you should be a self-starter who is comfortable with ambiguity and adapting to a changing environment.

What You'll Do

• Collaborate with Zipline’s partners to identify their business objectives, understand their goals, and develop strategies that align with their needs
• Work cross-functionally to launch and expand Zipline’s service to partners, establish & track key success metrics, identify & solve challenges, and drive continuous improvement
• Establish regular communication with partners, lead quarterly business reviews, and maintain engagement through other touchpoints
• Gather customer insights, analyze data, and report relevant findings to both identify growth opportunities as well as guide our product roadmap
• Proactively engage with customer stakeholders to build long-lasting trust
• Advocate for customer needs to help drive product and service improvements, ensuring that our business is developing with our customers as a top priority

What You'll Bring

• 8+ years of experience in partnerships, partner success, business development, or customer success
• Experience owning and growing complex, 8-figure strategic partnerships for a complex system or solution
• Proven ability to navigate ambiguity and manage highly customized or non-standard partnerships
• Demonstrated success driving cross-functional alignment and accountability across senior stakeholders
• Ability to quickly build trust through authenticity, direct communication, and strong customer empathy
• Highly organized and analytical — able to prioritize across competing demands and use data to drive decisions
• Confident presenting complex solutions and influencing executive audiences
• Strong ownership mindset with a bias toward action and continuous improvement
• Intellectual curiosity and a commitment to continuous learning — it’s how we’ve made it this far!

Location: This role is an in-person opportunity located out of our South San Francisco, CA HQ. We are open to relocation!

What else you need to know

Zipline is an equal opportunity employer and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws or our own sensibilities.

The starting cash range for this role is $150,000 - $190,000. 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: equity compensation; overtime pay; discretionary annual or performance bonuses; sales incentives; benefits such as medical, dental and vision insurance; paid time off; and more.

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!