DOD Sales Director at Zipline

| San Francisco
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About Zipline
Do you want to change the world? Zipline uses drones to deliver critical and lifesaving medicine to thousands of hospitals serving millions of people in multiple countries. Our mission is to provide every human on Earth with instant access to vital medical supplies. Join Zipline and help us make this a reality for billions of people.
About You and The Role  

Zipline is rapidly expanding our life-saving drone delivery footprint in the United States, and the same technology that is transforming the delivery of healthcare access to millions of Americans, is set to do the same for deployed service members. We are looking for an elite DOD Sales Director to drive efforts to expand Zipline throughout the US DOD.

What You'll Do  
  • Expand Zipline’s early work with the DOD through both short term wins, and alignment towards program business
  • Create “market entry” plans for entities within DOD by analyzing defense appropriations, acquisition authorities, and funding opportunities
  • Drive an effective full cycle capture process: from sourcing to close 
  • Articulate the benefits of Zipline’s solution to prospective customers
  • Write and manage all manner of government solicitations: white papers, proposals, quotes, and information
  • Evangelize and articulate the benefits of Zipline to all manner of prospective DOD personas; from senior executives, contracting officers, requirements writers and potential users
  • Rigorously qualify opportunities
  • Design and execute account plans and strategies for all target accounts    
  • Craft tailored content, including presentations, proposals and custom ROI analyses
  • Work with cross functional teams to gain deeper understanding of Zipline’s buyer and stakeholder personas
  • Iterate, and provide feedback to our engineering teams on nascent requirements, and other industry trends.
What You'll Bring 
  • Experience selling a dual use technology to the DOD
  • Collaborative approach to sales that includes working with multiple groups both internally and externally
  • Exceptional communication and presentation skills that build confidence and credibility throughout the DOD
  • Demonstrated ability to drive stakeholder mapping, develop relationships with requirements writers, and contracting officers, and maintain a network of relationships to promote partnerships
  • Inherent self-sufficiency, flexibility and confidence, with a preference for autonomously owning activities that drive revenue
  • Advanced strategic and project management skills
  • Ability to manage multiple large ($1M+), complex sales opportunities simultaneously
  • Innate passion for seeking depth and complete understanding in an account and market
  • History of establishing high revenue, multi-year business plans and roadmaps for large-scale implementations
  • 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 
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!
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Technology we use

  • Engineering
    • C++Languages
    • JavascriptLanguages
    • PythonLanguages
    • SqlLanguages
    • SwiftLanguages
    • ReactLibraries
    • Twitter BootstrapLibraries
    • DjangoFrameworks
    • FlaskFrameworks
    • PostgreSQLDatabases
    • RedisDatabases

Location

South San Francisco, CA 94080

What are Zipline Perks + Benefits

Culture
Volunteer in local community
We pretty regularly participate in and host school and community events for STEM and technology. Our teams in Rwanda participate in Umuganda (community volunteering) every month.
Partners with Nonprofits
We work with groups like Black Girls Code, Drone Legends, and Women & Drones to inspire young kids and get their wheels turning about robots from a young age.
Friends outside of work
Eat lunch together
Intracompany committees
We're a pretty quirky bunch, and it's not rare to find our team doing things like having a mechanical boat race on the bay, DJing at our holidays parties, & going to comedy events together.
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Mean gender pay gap below 10%
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Wellness Programs
Team workouts
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
Company Equity
Zipline has a compensation philosophy centered around both cash & equity.
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Company Outings
Free Daily Meals
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
Pet Friendly
Relocation Assistance
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Time allotted for learning
Online course subscriptions available
Customized development tracks
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