Head of Go-to-Market Finance

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.

• 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.
• 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 pricing, contract structure, and long-term unit economics.
• Evaluate and structure complex partnerships across health, food, retail, and emerging verticals.
• Forecast bookings, backlog, and time-to-revenue across Zipline’s commercial pipeline.
• Set sales targets and design incentive structures that align GTM behavior with Zipline’s strategic objectives.

Be the Source of Truth for Commercial Performance

• Establish and own Zipline’s commercial metrics framework, ensuring consistent, trusted reporting across teams.
• Translate detailed financial and operational data into compelling narratives for executives, investors, and partners.
• Proactively surface insights that shape strategy, resource allocation, and execution speed across the company.