Zipline · 8 hours ago
Head of Go-to-Market Finance
South San Francisco, California, USA
Full-time
Onsite
Director/Executive
$220K/yr - $250K/yr
10+ years expZipline is on a mission to transform the way goods move, aiming to solve urgent access challenges through an innovative delivery and logistics system. The Head of Go-to-Market Finance will lead the commercial financial strategy, partnering with senior leaders and managing a team to drive growth and optimize financial performance across various markets and products.
DeliveryDronesElectric VehicleHome Health CareLogisticsRoboticsSupply Chain Management
Responsibilities
Set and Own Zipline’s Commercial Financial Strategy
Serve as the senior financial partner to Go-to-Market leadership, shaping commercial strategy across Sales, Marketing, Customer Success, and Metro GTM teams
Define Zipline’s commercial ambition during annual and quarterly planning cycles, including revenue targets, expansion strategy, and investment tradeoffs
Own end-to-end commercial forecasting, including revenue, deliveries, customers, GMV, CAC, LTV, and contribution margin across markets and verticals
Lead monthly, quarterly, and annual business reviews, providing clear, actionable insights to executives and the Board
Build and Lead a World-Class GTM Finance Organization
Hire, develop, and lead a team of top-tier finance and analytics talent focused on commercial performance, growth strategy, and unit economics
Establish Zipline’s GTM finance operating model — defining how insights are generated, shared, and acted on across the business
Create a culture of rigor, speed, and ownership, ensuring the team can rapidly identify trends, risks, and opportunities and drive decisive action
Power the Growth of Zipline Marketplace & Consumer Products
Own financial leadership for Zipline Marketplace, our direct-to-consumer delivery platform
Design and evaluate pricing, promotions, loyalty programs, and monetization strategies, assessing impact on demand, retention, and margin
Build and maintain marketplace metrics including CAC, LTV, retention, churn, order mix, and cohort performance
Identify and evaluate new revenue streams such as advertising, partner promotions, and co-marketing programs
Partner with Product, Engineering, and GTM to design scalable billing, refunds, and flow-of-funds infrastructure
Own Marketplace COGS and delivery economics, driving continuous improvement in cost efficiency and unit profitability
Lead Commercial Deals & Revenue Innovation
Serve as the senior financial voice in high-impact commercial negotiations, including pricing, contract structure, and long-term unit economics
Evaluate and structure complex partnerships across health, food, retail, and emerging verticals
Forecast bookings, backlog, and time-to-revenue across Zipline’s commercial pipeline
Set sales targets and design incentive structures that align GTM behavior with Zipline’s strategic objectives
Be the Source of Truth for Commercial Performance
Establish and own Zipline’s commercial metrics framework, ensuring consistent, trusted reporting across teams
Translate detailed financial and operational data into compelling narratives for executives, investors, and partners
Proactively surface insights that shape strategy, resource allocation, and execution speed across the company
Qualification
Required
10+ years of experience in strategic finance, GTM finance, investment banking, consulting, or commercial strategy within high-growth, complex businesses
Proven experience partnering with senior GTM, Product, or Revenue leaders to drive growth while maintaining disciplined economics
Demonstrated success building and leading high-performing teams in fast-moving environments
Deep expertise in financial modeling, forecasting, and scenario analysis — comfortable owning full-stack, from first principles to executive storytelling
Strong understanding of commercial metrics including revenue, deliveries, customers, CAC, LTV, GMV, and unit economics
Exceptional communication skills, with the ability to influence executives and align diverse stakeholders
Entrepreneurial mindset with a track record of creating clarity, momentum, and results amid ambiguity
Passion for mission-driven work and for shaping how breakthrough technology reaches real people at scale
Preferred
Experience in marketplaces, logistics, e-commerce, or food/retail delivery
Exposure to consumer pricing, promotions, and loyalty models
Experience designing or scaling financial systems, billing, or flow-of-funds infrastructure
Prior interaction with Boards or investors in a high-growth environment
Benefits
Discretionary annual or performance bonuses
Sales incentives
Benefits such as medical, dental and vision insurance
Paid time off
And more
Company
Zipline
Zipline designs, manufactures, and operates drones to deliver vital medical products.
1001-5000 employees
H1B Sponsorship
Zipline has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (54)
2024 (39)
2023 (29)
2022 (20)
2021 (16)
2020 (3)
Funding
Current Stage
Late StageTotal Funding
$1.92BKey Investors
Tiger Global ManagementU.S. Department of StateScottish Mortgage Investment Trust
2026-01-21Series Unknown· $600M
2025-11-25Grant· $150M
2024-06-01Series G· $350M
Leadership Team
Keller Rinaudo Cliffton
Co-founder & CEO
Keenan Wyrobek
Founder, CTO and Product Architect
Recent News
2026-01-23
felicis.com
2025-12-26
Company data provided by crunchbase