Strategic Finance Manager, Go-to-Market

About Zipline

Zipline is the world’s largest and most experienced drone delivery service. We are on a mission to serve all humans equally by ensuring access to food, medicine and essential goods anytime, anywhere. We design, build, and operate the world’s largest autonomous logistics system, delivering critical supplies quickly and reliably. Today, Zipline operates on four continents, makes a delivery somewhere in the world every 30 seconds, and has completed millions of deliveries to date, including blood, vaccines, medical supplies, food, and retail products.

Our customers include the world’s largest and most prominent healthcare systems, governments, retailers, restaurants and global businesses who rely on us to save lives, reduce emissions, increase economic opportunity, and provide delivery from point A to point B as fast as possible. The drone is only 15% of what we’ve built to enable seamless, reliable, global operations.

Our system strengthens supply chains, reduces congestion, and gives people time back. With more than 140 million commercial autonomous miles safely flown, Zipline is redefining access to healthcare, consumer products, and food across the globe.

We operate at a global scale and are looking for practical problem solvers who thrive on real-world challenges and rapid growth. Our team is motivated by building systems that have a direct, meaningful impact on people’s lives and by scaling the future of logistics. We are seeking people who sculpt from first principles, enjoy facing adversity, and can do the impossible at record breaking speeds.

About You and The Role

Zipline is seeking a Strategic Finance Manager, Go-to-Market to help power the financial and analytical engine behind our commercial organization.

This role sits on the Strategic Finance team and partners closely with the Head of GTM Finance and leaders across Sales, Partnerships, Marketing, Communications, Metro Commercial, and App Software. You will help translate Zipline’s commercial strategy into clear analytics, scalable financial models, and operational insights that enable faster and better decisions.

The role focuses on GTM analytics, financial planning, pricing strategy, and sales operations, ensuring Zipline’s commercial teams have clear visibility into growth drivers, commercial performance, and unit economics.

This is a highly cross-functional role for someone who enjoys combining data analysis, financial modeling, and operational problem-solving to drive business impact.

This role will be in person at Zipline’s headquarters in South San Francisco.

What You'll Do

GTM Performance Analytics

• Build and maintain live dashboards and tools that track commercial performance across revenue, deliveries, customers, CAC, LTV, GMV, and contribution margin.

• Deliver actionable insights that help GTM teams understand growth drivers, operational performance, and emerging trends.

• Partner with Sales, Partnerships, Marketing, and Metro Commercial teams to analyze performance and guide execution decisions.

• Identify opportunities to improve demand generation, conversion, retention, and overall unit economics.

Forecasting, Planning, and Financial Modeling

• Build and maintain Zipline’s commercial forecasts across key metrics including deliveries, revenue, and customer growth.

• Support annual planning and quarterly forecasting cycles, developing scenario models that inform growth and investment decisions.

• Forecast and track GTM operating expenses, including Sales, Marketing, Partnerships, Communications and Metro Commercial teams.

Pricing and Promotions Strategy

• Support the development and analysis of pricing strategies, promotions, and commercial incentives across Zipline’s products and services.

• Evaluate the financial impact of pricing changes, promotional campaigns, and monetization opportunities.

• Partner with GTM teams to refine pricing frameworks, packaging strategies, and demand generation initiatives.

• Analyze customer and cohort behavior to inform pricing and retention strategies.

Sales Operations

• Lead financial evaluation and modeling of enterprise deals and commercial partnerships.

• Build and maintain pipeline forecasts and sales performance reporting.

• Partner with Sales leadership to analyze bookings, backlog, and time-to-revenue trends.

• Help design and manage sales incentive structures that align GTM behavior with company goals.

What You'll Bring

• 5+ years of experience in strategic finance, FP&A, investment banking, consulting, or analytics within a high-growth or complex business.

• Strong financial modeling and analytical skills with experience forecasting revenue and evaluating business performance.

• Experience partnering with commercial, product, or growth teams in cross-functional environments.

• Ability to translate complex financial and operational data into clear insights and recommendations.

• Strong communication and problem-solving skills with the ability to operate independently in fast-moving environments.

• Passion for mission-driven work and for scaling technologies that improve access around the world.

Nice to Have

• Experience in marketplaces, e-commerce, or delivery platforms.

• Exposure to pricing strategy, growth analytics, or sales operations.

• Familiarity with commercial metrics such as CAC, LTV, GMV, and pipeline conversion.

What Else You Need to Know

The starting cash range for this role is $180,000-$200,000, 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!