Head of Commercial, Phoenix
Phoenix, Arizona, USAFull-TimeLeadOther
Skills
About You and The Role
- As Head of Commercial for the Phoenix metro, you’ll be accountable for scaling a healthy, high intent marketplace and the metro & site-level business that supports it. You’ll own metro and site level P&Ls and customer metrics (GMV, fleet utilization, take rate, customer growth, retention and frequency), build locally relevant partnerships and go-to-market plays, and run the day-to-day commercial engine that makes Zipline the obvious choice across retail, food, healthcare and industrial use cases. This role is about execution, accountability, and results — you’ll lead a small, high-output team and be Zipline’s external face in the region.
What You'll Do
- Metro & site P&L and customer metrics. Be accountable for economics and customer outcomes (GMV, fleet utilization, take rate, customer growth, retention, frequency).
- Build a healthy marketplace. Create customer-relevant, liquid marketplaces measured by utilization, customer frequency, retention, and order economics.
- Regional & local sales / partnerships. Own regional and local sales and partnerships; act as the pull function for HQ Sales/Partner Success to activate local enterprise partner stores.
- Local go-to-market & brand love. Ideate and execute local marketing strategies — community engagement, events, activations, and demand partnerships — that drive local brand love and help localize/prioritize HQ marketing work.
- Site selection & capacity planning. Align teams around expansion priorities and work with Maintenance/Operations to align growth with delivery capacity and service quality.
- Demand forecasting & planning. Aggregate forward demand signals across partners into the demand forecast to support company-level planning.
- Experimentation & new use cases. Run experiments and launch new use cases/partners (for example: hero restaurants, auto parts, prescriptions, health system pilots) to expand the platform’s scope and utility.
- Cross-functional & national collaboration. Partner with central HQ teams, such as Marketing, Analytics, Tech and more, and the Houston Operations teams to execute Zipline’s market strategy and ensure site-level realities are heard and prioritized.
- Customer obsession. Be the expert and advocate for the customer in Houston. Surface partner and consumer feedback to inform and drive improvements to the experience.
- External leadership. Serve as Zipline’s external face in the region — representing the business with customers, partners, regulators and the community.
What You'll Bring
- Commercial, sales, or business leadership experience with clear P&L ownership or revenue accountability.
- Proven ability to scale a product or business from launch through growth — ideally in a regulated or operationally complex environment.
- Deep commercial acumen: you translate market insight, pricing and customer needs into practical growth plans.
- Experience collaborating with product/platform teams to surface business requirements and shape platform priorities — without owning national roadmaps.
- Strong cross-functional leadership: you’ve partnered with ops, maintenance, marketing, analytics, and central sales to execute regional plans.
- Exceptional communication and negotiation skills — comfortable with audiences from store managers to C-suite.
- Entrepreneurial, analytical, and execution-oriented mindset — you move fast, experiment, and measure rigorously.
- This role must be based in the Phoenix metro.
- Must be eligible to work in the U.S.
