Strategic Finance, Commercial Strategy & Marketplace

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 Go-to-Market, 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 partner deal structuring, pricing, forecasting, 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 Go-to-Market, Marketing, Product and Engineering on the design and execution of Zipline’s commercial strategy across core and emerging revenue channels.
• Set Zipline’s company ambition during annual and quarterly planning cycles, including strategic objectives, expansion plans and revenue forecasts.
• Lead financial planning, forecasting, and performance tracking across partners and markets, including monthly reporting and quarterly reviews.
• Provide financial support for new commercial agreements, customer acquisition & retention, pricing strategy, and new product launches.
  

• Lead finance for Zipline Marketplace, our direct-to-consumer delivery platform.  
• Design and evaluate the impact of pricing strategies, promotional campaigns, and loyalty programs on user behavior, revenue, and gross margin.
• Build and manage foundational marketplace metrics including CAC, LTV, retention, churn, and order composition.
• Identify new monetization opportunities such as advertising revenue, partner promotions, and co-marketing programs. 
• Conduct market research and analyze A/B tests to guide product, engagement, and pricing strategies.
• Manage Marketplace COGS to improve delivery economics and cost efficiency.
• Work with Go-to-Market and Engineering to design frameworks for automated billing, refunds, and scalable flow-of-funds between Zipline and our partners.
  

• Evaluate and structure high-impact commercial agreements by defining scope, setting price, modeling unit economics, and projecting long-term financial viability.
• Forecast bookings, backlog and time-to-revenue across Zipline’s key business verticals: health, food and retail.
• Set sales targets and design incentive models to align Go-to-Market teams with company objectives.

• 5+ years of experience in strategic finance, investment banking, consulting, or commercial strategy at a high-growth company
• Experience working directly with GTM, product, or revenue teams to drive topline impact and operational efficiency.
• Strong financial modeling and scenario planning skills; comfortable building from scratch and owning full-stack analysis.
• Exceptional communication and storytelling—able to influence cross-functional partners and executive stakeholders.
• Entrepreneurial mindset with a track record of creating clarity and momentum in ambiguous environments.
• A passion for mission-driven work and for shaping how cutting-edge technology reaches real people.

• Experience in marketplaces, logistics, e-commerce, or food/retail delivery
• Exposure to partner-facing negotiations or B2C pricing models
• Familiarity with financial systems and flow-of-funds design

The starting cash range for this role is $160,000-$190,000, plus equity. Please note that this is a target, starting cash range for a candidate who meets the minimum qualifications for this role. The final cash pay for this role will depend on a variety of factors, including a specific candidate's experience, qualifications, skills, working location, and projected impact. The total compensation package for this role may also include: discretionary annual or performance bonuses; sales incentives; benefits such as medical, dental and vision insurance; paid time off; and more.

Zipline is an equal opportunity employer and prohibits discrimination and harassment of any type without regard to race, color, ancestry, national origin, religion or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other characteristics protected by state, federal or local law or our other policies.

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!