Senior Manager, SMB Sales Operations & Enablement

About Zipline

Zipline is the world’s largest and most experienced autonomous delivery service, founded to serve all humans equally by ensuring access to 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 including blood, vaccines, medical supplies, food, and commercial products. Our customers include healthcare systems, governments, retailers, and global brands who rely on us to save lives, reduce emissions, increase economic opportunity, and provide new logistics services at scale.

Our technology goes beyond drones. We deploy integrated logistics infrastructure that strengthens supply chains, reduces congestion, and enables instant delivery, transforming how essential goods reach people everywhere. 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.

About You and The Role

We are looking for a highly motivated operator to build the sales infrastructure and enablement foundation for Zipline’s SMB restaurant partnerships.

This role will work closely with sales leadership and field sellers to design the processes, tools, and playbooks that enable Zipline to consistently sign, launch, and support local restaurant partners across multiple markets.

This is a hands-on, builder role: you will help define how our SMB motion works today while laying the foundation to scale it nationally.

This role will be based at our HQ in South San Francisco, CA.

What You'll Do

Build the SMB sales playbook
Define and document the outreach motion, messaging, and sales process for signing local restaurant partners so successful approaches can be replicated across new markets.

Stand up the core sales infrastructure
Design CRM workflows, pipeline stages, dashboards, and reporting that give leadership clear visibility into sales activity, conversion, and market performance.

Enable sellers to close partnerships effectively
Develop scripts, FAQs, pricing guidance, and training that help sellers clearly communicate the Zipline partnership to restaurant owners.

Build the restaurant prospecting engine
Identify lead data sources, prospecting tools, and territory design that help sellers consistently find and prioritize the right restaurants.

Design the merchant onboarding experience
Create the workflows, documentation, and tools that move restaurants from signed partnership to successful launch quickly and smoothly.

Support partner success and retention
Define merchant health metrics and feedback loops that ensure restaurants have a strong experience and help Zipline continuously improve the partnership model.

Scale the SMB sales engine across markets
Standardize tools, playbooks, and processes so Zipline can efficiently grow local restaurant partnerships across multiple metros.

What You'll Bring

• 6–10 years of experience in sales operations, sales enablement, revenue operations, or strategy & operations
• Experience supporting SMB or marketplace sales motions, ideally with local businesses such as restaurants, retail, or services
• Strong operator mindset with the ability to build processes and systems from scratch
• Experience implementing or managing CRM systems and sales analytics (HubSpot, Salesforce, etc.)
• Ability to translate field feedback into practical tools, playbooks, and improvements
• Excellent cross-functional collaboration skills across sales, operations, product, and support teams
  
• Comfort operating in a fast-moving startup environment with evolving processes

Nice to Have

• Experience with local merchant acquisition models (restaurants, marketplaces, fintech, or logistics platforms)
• Background at a high-growth startup or marketplace company
• Experience supporting field sales teams

Why This Role Matters

Zipline is entering a phase of growth where we are expanding from a single market into multiple metros. Building a repeatable SMB partnership engine is critical to that expansion.

This role will help turn early wins with restaurant partners into a scalable national growth model, ensuring sellers have the tools they need to succeed and partners have a great experience from first conversation through launch.

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.

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!