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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.

About You and The Role

Zipline is continuing to expand its autonomous logistics service, now focused on expanding our primarily rural-based delivery networks into cities across Africa. Our African business has doubled every year for the past three years. We are seeking a proven leader to manage our now $100M+ book of business across the continent and all associated personnel as well as drive significant growth.

In addition to building and managing a Business Development team, you will be a player-coach, managing aspects of several complex sales processes from lead qualification to contract negotiations. Your success in this role will play a large role in defining the success of our business in this region, and the culture of our team as we grow.

The ideal candidate is passionate about disrupting traditional industries and looking to introduce new infrastructure at a national scale to empower governments and commercial operations. We prefer this person to live and work in Nigeria, Kenya, Ghana, Rwanda or Côte d’Ivoire.

What You'll Do

• Work directly with company leadership to build a long-term sales strategy for the African continent
• Build market entry strategies to expand Zipline’s existing footprint in Africa into new geographies and segments
• Manage + grow world-class sales and client success teams with a presence across various African markets
• Design and execute sales and growth plans for all target accounts, driving an effective full cycle capture process from sourcing to close and then renewal and expansion.
• Drive client/partner facing conversations, leading economic value discussions with senior executives to close deals and influence key decisions
• Advocate internally for our clients by sharing feedback with our leadership, engineering and operations teams

What You'll Bring

• History of consistent quota/goal attainment or over-attainment in sales leadership
• Experience selling complex, high value ($10M+) solutions
• Track record of owning and driving account growth post sale and over time
• Collaborative approach to sales that includes working with multiple internal and external stakeholders
• Exceptional communication and presentation skills, ideally with prior experience building confidence and credibility in emerging technology
• Language skills: fluency in English
• Inherent self-sufficiency, flexibility and confidence, with a preference for autonomously owning activities that drive revenue
• Advanced strategic and project management skills
• Urgent curiosity
• Exceptional ability to analyze customers’ business situations from multiple viewpoints to identify gaps/opportunities, and align proposed solutions with the customer’s strategy and goals
• Ability to travel 50-75% of the time

What Else You Need to Know