If you are a Techstars portfolio companyclaim your profile.

Solutions Lead (U.S. Go-To-Market)



South San Francisco, CA, USA
Posted on Friday, January 26, 2024

About Zipline

Do you want to change the world? Zipline is on a mission to transform the way goods move. Our aim is to solve the world’s most urgent and complex access challenges by building, manufacturing and operating the first instant delivery and logistics system that serves all humans equally, wherever they are. From powering Rwanda’s national blood delivery network and Ghana’s COVID-19 vaccine distribution, to providing on-demand home delivery for Walmart, to enabling healthcare providers to bring care directly to U.S. homes, we are transforming the way things move for businesses, governments and consumers. The technology is complex but the idea is simple: a teleportation service that delivers what you need, when you need it. Through our technology that includes robotics and autonomy, we are decarbonizing delivery, decreasing road congestion, and reducing fossil fuel consumption and air pollution, while providing equitable access to billions of people and building a more resilient global supply chain.
Join Zipline and help us to make good on our promise to build an equitable and more resilient global supply chain for billions of people.

About You and The Role

Zipline is expanding our autonomous drone delivery network around the world, helping people get what they need, no matter where they live. We are looking for a Solutions Architect who will develop operating concepts with our commercial partners in the United States. You will work alongside our industry leads to vet commercial opportunities and design drone delivery capabilities for our partners. In this role, you’ll play a key role in the future of healthcare, commerce, and aviation in the United States.

Our ideal candidate for this role is customer-obsessed, deeply curious, and willing to work in a changing and ambiguous environment. We’re looking for someone who will help define and scale Zipline’s playbook as we continue to grow and expand across the US and the rest of the world.

What You'll Do

  • Work with our partners- industry-leading health systems, nationwide restaurant chains, direct-to-consumer eCommerce brands, and household retail names- to develop a deep understanding of their goals, customers (or patients), and last-mile delivery strategies.
  • Serve as the key link between Zipline’s partners and our operations/engineering teams to drive product capabilities and features that serve the needs of our end-consumers.
  • Understand and explain how Zipline works
  • Design operating concepts for drone delivery networks that provide maximum value for our partners and their end-customers
  • Use your understanding of risk management principles and US aviation regulation to ensure our network designs maintain the highest levels of safety and reliability.
  • Partner with our finance team to develop pricing and partnership structures that create long-term sustainable unit economics for all parties
  • Work with our legal team to write and negotiate service agreements that formalize our partnerships and protect our partners from various forms of risk
  • Partner with various Zipline teams to enable optimal hardware and software integrations
  • Anticipate any roadblocks to implementation and proactively engage the right stakeholders to ensure our partners’ plans stay on track.

What You'll Bring

  • Reliability and conscientiousness (people can count on you and you do a good job)
  • Exceptional communication and presentation skills, ideally with prior experience building confidence and credibility in emerging technology
  • Highly developed Interpersonal skills: ability to connect with others, build trust, form working relationships outside of traditional reporting frameworks, and understand the concerns and motivations of others
  • Inherent self-sufficiency, flexibility and confidence, with the instincts to sense what needs to be done, the skills to figure out how, and desire to see it through to completion
  • Exceptional ability to analyze customers’ business situations from multiple viewpoints and data sources to identify gaps/opportunities, and align proposed solutions with the customer’s strategy and goals
  • Innate passion for seeking depth and complete understanding
  • Prior experience delivering disruptive or complex solutions for customers
  • Ability to travel as needed

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, 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!