Head of Go-to-Market Finance

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.

This role sits at the heart of Zipline’s Strategic Finance team and plays a leading role in shaping the company’s commercial trajectory. You’ll serve as a core business partner to leaders across GTM, Marketing, Product and Engineering enabling strategic decisions, optimizing monetization, and building the analytical and financial infrastructure for scale.

You’ll support the full spectrum of Zipline’s commercial strategy from foundational revenue channels to emerging products like the Zipline Marketplace, our customer-facing app. This includes pricing, forecasting, partner deal structuring, user and partner economics, and scenario planning across multiple verticals and geographies.

You’ll bring a sharp analytical mindset, cross-functional influence, and an entrepreneurial drive to unlock growth, improve efficiency, and create long-term business value.

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

• Partner with GTM, Marketing, and Product on the design and execution of Zipline’s commercial strategy across core and emerging revenue channels.
• Lead financial planning, forecasting, and performance tracking across global markets, including monthly reporting and quarterly reviews
• Develop financial frameworks to support customer acquisition & retention, pricing strategy, monetization models, and new product launches.
• Evaluate and support business-critical deals by defining pricing, modeling unit economics, and structuring high-impact commercial agreements.

• Build foundational marketplace metrics like CAC, LTV, retention, churn, and order composition.
• Translate user testing and market research into financial insights that guide roadmap prioritization and product-market fit.
• Design and evaluate loyalty programs, promotional campaigns, and pricing experiments including their impact on revenue, gross margin, and user behavior.
• Model new marketplace monetization opportunities such as ad revenue, partner promotions, co-investments, and strategic bundling.

• Quantify the ROI and incrementality of partner participation across both B2B and B2C channels.
• Develop and operationalize analytics dashboards that build transparency and trust with merchant partners.
• Collaborate on creative co-branded growth initiatives with strategic partners
• Support cross-functional initiatives like partner billing, incentives, and attribution.

• Forecast system capacity and delivery volumes across product lines.
• Lead detailed COGS modeling to improve delivery economics and Marketplace cost efficiency.
• Build financial infrastructure to support billing engines, credit systems, refunds, and partner accounting.
• Shape long-term bets such as distribution centers, co-invested deal structures, and AI-powered consumer tools.

• 5+ years of experience in strategic finance,…