Head of Go-to-Market Finance

About Zipline

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.

Join Zipline and help us to make good on our promise to build an equitable and more resilient global supply chain for billions of people.

About You and The Role  

The Head of Go-to-Market Finance is a critical leadership role on Zipline’s Strategic Finance team and sits at the center of the company’s commercial decision-making. This leader will own Zipline’s end-to-end commercial financial strategy and serve as a trusted partner to senior leaders across Sales, Marketing, Customer Success, Communications, Product, Engineering, and our Metro Commercial teams.

You will be responsible for defining how Zipline grows, setting commercial ambition, shaping revenue strategy, evaluating market and customer opportunities, and building the financial and analytical systems that power a scaled, durable consumer and enterprise business.

This role spans Zipline’s full commercial surface area: core GTM motions, enterprise partnerships, new vertical launches, and Zipline Marketplace, our direct-to-consumer platform. You will translate complexity into clarity, ensuring Zipline’s leadership team and investors always have a precise, real-time understanding of the health, trajectory, and tradeoffs of our commercial business.

Just as importantly, you will build and lead a powerhouse Go-to-Market Finance team, a group of elite operators who deeply understand Zipline’s customers, unit economics, and growth levers, and who can move as quickly as the business demands.

This role will be an in-person role, based at our HQ in South San Francisco.

What You'll Do  

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 pricin