Business Development Manager - Dropbox

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.

About You And The Role

We’re looking for a Business Development Manager to help scale Zipline’s Dropbox network across priority metros in North America. This is a high-output sales and business development role for someone who can inspire landlords, property owners, developers, and commercial real estate decision-makers to become early partners in the future of autonomous logistics.

• Identify target properties, build relationships, pitch the value proposition, negotiate agreements, secure approvals, and support the path through permitting, installation, and activation.
• Own the full deal cycle from initial outreach and pitch through site evaluation, negotiation, agreement execution, permitting support, installation coordination, and activation.
• Run high-volume, multi-channel outreach through phone, email, in-person meetings, networking events, broker relationships, and local market engagement.
• Create and tailor compelling presentations for landlords, property managers, developers, retail centers, mixed-use properties, office campuses, residential communities, and other potential site hosts.
• Help property owners see Zipline as a strategic partner in making their assets more relevant to the future of commerce, convenience, and autonomous delivery.
• Build a strong pipeline of prospective properties and maintain clear visibility into deal stage, next steps, blockers, close probability, and forecasted activations.
• Negotiate agreements and approvals in partnership with Legal, Real Estate Development, Operations, Permitting, and Ground Deployment teams.
• Identify and overcome landlord objections related to space, access, construction, operations, safety, tenant impact, maintenance, liability, and long-term property value.
• Coordinate with internal teams to ensure prospective sites are feasible, strategically valuable, and ready to move through permitting, installation, and launch.
• Stay current on local commercial real estate trends, property ownership structures, zoning considerations, and relevant drone delivery or logistics regulations.
• Represent Zipline at industry events, trade shows, broker meetings, community forums, and local business gatherings to expand the Dropbox network.
• Turn market feedback into better pitches, stronger collateral, improved targeting, and more scalable business development processes.

What You'll Do

• Possess 4+ years of full-cycle sales, business development, field sales, real estate leasing, partnerships, or commercial real estate experience.
• Have a proven track record of prospecting, building relationships, negotiating, and closing deals with senior decision-makers.
• Show strong sales instincts and the ability to influence landlords, property owners, brokers, and property managers through vision, value creation, trust, and strategic relevance.
• Be comfortable with cold outreach, in-person selling, territory ownership, and managing a high-volume pipeline.
• Show excellent communication and presentation skills, with the ability to explain new ideas clearly and persuasively.
• Show the ability to sell emerging technology in a way that feels practical, credible, and valuable to real estate stakeholders.
• Show strong commercial judgment and the ability to understand what matters to different property owners, tenants, operators, and local communities.
• Show high ownership, strong organization, and the discipline to manage many prospects, meetings, follow-ups, and deal stages at once.
• Show a bias toward action and comfort operating in a fast-paced, high-growth environment with evolving processes.
• Show the ability to collaborate cross-functionally with Real Estate, Legal, Operations, Permitting, Customer Success, Ground Deployment, and Launch and Scale teams.
• Show comfort using Google Workspace, CRM tools, pipeline trackers, spreadsheets, and presentation tools.
• Show passion for technology, sustainability, logistics, and building the future of last-mile delivery.
• Show a valid driver’s license and willingness to travel locally for site visits, meetings, events, and market development.

What You'll Bring

• Show 4+ years of full-cycle sales, business development, field sales, real estate leasing, partnerships, or commercial real estate experience.
• Show a proven track record of prospecting, building relationships, negotiating, and closing deals with senior decision-makers.
• Show strong sales instincts and the ability to influence landlords, property owners, brokers, and property managers through vision, value creation, trust, and strategic relevance.
• Show comfort with cold outreach, in-person selling, territory ownership, and managing a high-volume pipeline.
• Show excellent communication and presentation skills, with the ability to explain new ideas clearly and persuasively.
• Show the ability to sell emerging technology in a way that feels practical, credible, and valuable to real estate stakeholders.
• Show strong commercial judgment and the ability to understand what matters to different property owners, tenants, operators, and local communities.
• Show high ownership, strong organization, and the discipline to manage many prospects, meetings, follow-ups, and deal stages at once.
• Show a bias toward action and comfort operating in a fast-paced, high-growth environment with evolving processes.
• Show the ability to collaborate cross-functionally with Real Estate, Legal, Operations, Permitting, Customer Success, Ground Deployment, and Launch and Scale teams.
• Show comfort using Google Workspace, CRM tools, pipeline trackers, spreadsheets, and presentation tools.
• Show passion for technology, sustainability, logistics, and building the future of last-mile delivery.
• Show a valid driver’s license and willingness to travel locally for site visits, meetings, events, and market development.

Nice to Have Experience

• Selling to commercial landlords, shopping center owners, mixed-use developers, office owners, multifamily operators, or retail property managers.
• Experience in commercial real estate, leasing, brokerage, retail expansion, telecom, EV charging, logistics, infrastructure, proptech, or distributed networks.
• Existing relationships with landlords, brokers, developers, property managers, municipalities, or business groups in your assigned market.
• Experience selling emerging technology, category-creating products, infrastructure partnerships, or new operating models to traditional industries.
• Familiarity with permitting, site access, installation coordination, landlord approvals, or property operations.
• Experience representing a company at industry events, trade shows, community meetings, or local market development forums.
• Experience operating in a high-growth, high-urgency, or category-creating environment.