Site Acquisition Associate

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

The Site Acquisition Associate role is designed for someone with strong sales instincts who wants to develop into a full-cycle dealmaker. You will focus on identifying viable sites, engaging property owners and brokers, qualifying opportunities, and advancing conversations that ultimately lead to signed agreements. As you build experience and demonstrate sound judgment, you will take on increasing responsibility in negotiations and transaction management.

What You'll Do

• Build and Maintain the Pipeline
• Identify and research prospective sites that meet expansion criteria across priority markets.
• Develop target lists of property owners, landlords, brokers, developers, and other stakeholders.
• Continuously source new opportunities to ensure healthy pipeline coverage.
• Use CRM tools and market research resources to organize and prioritize outreach efforts.
• Maintain accurate prospect, site, and pipeline data.
• Execute High-Volume Outreach
• Conduct high-volume outbound outreach through calls, emails, LinkedIn, and other channels.
• Engage property owners, brokers, and decision-makers to introduce opportunities and assess interest.
• Build relationships with prospective site hosts and industry stakeholders.
• Maintain disciplined follow-up cadences and consistently re-engage prospects over extended sales cycles.
• Overcome objections and navigate complex stakeholder environments to keep opportunities moving.
• Qualify and Advance Opportunities
• Gather preliminary information regarding site ownership, availability, access, utilities, and general feasibility.
• Conduct initial qualification against established site criteria.
• Prepare site summaries and opportunity briefs for internal review.
• Cook up exploratory calls, meetings, and site visits with the Site Acquisition Manager.
• Support negotiations and transaction discussions, assuming greater responsibility over time as experience and performance warrant.
• Operate with Discipline and Ownership
• Maintain a clean, organized pipeline with accurate forecasting and next steps.
• Track outreach activity, conversion metrics, and opportunity progression.
• Surface risks, blockers, and recommendations to internal stakeholders.
• Contribute to improvements in sourcing strategies, outreach messaging, broker engagement, and acquisition playbooks.
• Demonstrate ownership of outcomes rather than simply activity.

What Success Looks Like

• Consistently generating qualified site opportunities in priority markets.
• High outbound activity levels paired with strong conversion rates.
• Effective relationship development with property owners, brokers, and site hosts.
• Reliable advancement of opportunities from initial outreach through qualification.
• Increasing ability to independently manage negotiations and transaction discussions.
• Healthy pipeline coverage that supports long-term expansion goals.

What You'll Bring

• 1–5 years of experience in sales, business development, account management, recruiting, fundraising, market development, or another relationship-driven role.
• Proven success generating opportunities through cold outreach and persistent follow-up.
• Strong communication, persuasion, and relationship-building skills.
• Ability to handle rejection, remain resilient, and maintain consistent activity levels.
• Strong organizational skills and disciplined pipeline management habits.
• Self-motivated, competitive, and results-oriented.
• Interest in developing commercial negotiation and real estate transaction skills.
• Ability to travel occasionally within assigned markets.

Nice to Have

• Experience in commercial real estate, leasing, retail expansion, telecom, logistics, infrastructure, or related industries.
• Experience selling to business owners, property owners, or other sophisticated stakeholders.
• Familiarity with Salesforce or similar CRM platforms.
• Track record of exceeding sales, prospecting, or business development targets.

What Else You Need to Know

• The starting cash range for this role is $90,000-120,000.
• 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: equity compensation; 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.