Hello there. We’re Zipline. We’re a rapidly growing enterprise SaaS company for the deskless worker. We give brands with physical locations a way to achieve better execution in stores and engage store teams. Our more than 65 customers include Nike, Warby Parker, Lululemon, Sephora, QuikTrip, Fresh Market, America’s Car-Mart, and Lego. We support 100% of their North American stores and sometimes support all stores globally (inc Gap Inc, Lululemon, Allbirds). In essence, we’re the operational backbone for the world’s best-loved brands. We’re core to how brands implement technology, stay ahead of the curve and stay agile. In fact, even in 2020, we doubled our growth. In addition, we have industry-low churn (below 1%) and almost 100% pilot conversion.

Not only are we backed by the best investors (Emergence and FifthWall) and some of the world’s most esteemed strategic investors (Matt Wallach (Veeva), Serena Williams, the Fisher Family (Gap Inc)), but we’re also helping the most populous workforce in the world.

We’re helping put technology into the hands of those that need it most - - retail workers. If you have ever worked in a store, you know the drill. Teams are helping customers, ringing up orders, and trying to do the 70 tasks that HQ wants you to do... all while putting out fires, keeping customers happy, and keeping shelves tidy.

Zipline turns the grind of retail operations into an engaging, effective, “aha!” solution. The Zipline platform ensures that the right people get the right information in the right way. Everyone is on the same page, tasks are tracked and life feels less like a perpetual game of hair-on-fire.

With Zipline, employees feel more connected, understand the role they play in the brand’s mission, and can feel good about the work they’re doing. Brands have a better way to manage top-line revenue, A/B test in-store, and save millions of dollars in payroll (Gartner says we’re saving Old Navy $20M a year in payroll alone). Plus, because employees are happier there’s less churn, better retention and employees can truly become the best ambassadors of the brand. Finally, the industry average of a location actually executing a strategy is only 29% (yes, a 29% chance), Zipline brings that to over 90%... including for global customers.

This year, Retail Zipline became a Great Place to Work-Certified. 97 percent of our employees say Zipline is a great place to work, compared to 59% of employees at a typical U.S.-based company. What’s even more impressive is that 100% of employees say, “I can be myself around here”, “I am treated as a full member here regardless of my position” and “People here are willing to give extra to get the job done.” 100 percent! You can’t beat the Zipline culture.

The Position

Reporting to Zipline’s CEO, Melissa Wong, the Vice President of Sales will play a critical role in driving growth. The VP of Sales will be an executive with a demonstrated history of success building organizations that have a reputation for outstanding performance and a customer-centric mentality. This individual will be someone who has a track record of overachieving in high-growth environments and has actively contributed to building high-performance, authentic sales organizations. The role will require an individual to establish results and performance-based culture while infusing an appropriate level of process and prioritization. It will be critical that this individual has helped scale a rapidly growing SaaS business by developing a top-down, solution-oriented, sales team with demonstrated success across the Enterprise and Mid-market customer segments.

In this role, the VP of Sales will work closely with the CEO to develop the plan and roadmap for future growth. The VP will set revenue and profitability targets while spearheading the strategy and roadmap to bring new buyers to the platform and to maximize the success of Zipline’s current customer base. The VP of Sales must be a natural leader and a strategic visionary with the ability and desire to take on more challenges than what is given to him/her. This person must be comfortable as an authentic leader, a coach, a role model, and when necessary, a hands-on player able to close the most important strategic deals. They will be a driven person with a strong commitment to the company’s mission, fostering a positive and winning culture, and implementing business practices in a highly scalable, and sustainable way.

Leadership & Management Competencies:

The successful candidate will bring intellectual, professional, and personal values that complement and augment the team.

KEY RESPONSIBILITIES

  • Win the market by driving revenue and new logo acquisition
  • Ensure long term success through optimizing revenue throughout the customer lifecycle
  • Build, scale, and optimize the sales team organization structure to best support revenue goals -- including BDRs, existing strategic account directors, sales operations, sales engineering, enablement, and lead gen.
  • Run the sales team, build out partnerships and identify other areas of revenue acceleration
  • Formulate and execute GTM Sales strategy
  • Lead the strategy, plan, and execution of expansion opportunities into other global markets and industry verticals (e.g. banking)
  • Define, refine and set the sales systems and processes to scale repeatable, predictable sales. Be able to identify and measure what is working (and why) and what is not working (and why)
  • Develop effective comp plans, territories, and sales strategies that incent the right behavior, are clearly defined, and create a cohesive winning team.
  • Partner with a product to ensure customer needs are understood and addressed through our product roadmap
  • Partner with marketing to align company go-to-market with market opportunities
  • Participate in formulating key strategic decisions as a part of the company leadership team

THE PERSON

  • Track record in leading, building and coaching, high-performance teams, while personally having the drive, self-awareness, willingness to roll up your sleeves if needed, and a strong value set
  • Experience expanding globally, and managing global teams
  • Deep expertise across multiple customer segments, but particularly with Enterprise and mid-market customers & price points.
  • Excellent communication skills and ability to collaborate cross-functionally with all teams
  • Experience leading revenue growth from $15M+ to $50M+ in ARR and build a sales organization
  • Demonstrated ability to build an authentic sales process and drive a competitive sales process
  • At least 15 years of sales experience in enterprise software, with 10 years in a senior sales leadership position
  • Proven ability to collaborate effectively with marketing, business development, and customer success to build a strong, cohesive go-to-market machine

We value diversity of all kinds and are committed to building a diverse and inclusive workplace where we learn from each other. We are an equal opportunity employer and welcome people of all different backgrounds, experiences, abilities, and perspectives.

Want to learn more about us?

How do we work? Remotely. We have been 100% remote since the company was founded and we have it down to a science - - a people science. We huddle as a team weekly and as a company 3 times a week. On Fridays, we come together to learn from each other. One week it might be about opossum rescue. Another week it might be an update on our product roadmap or the results of our customer satisfaction survey. We are all masters of Zoom and love the freedom of working from home - - or vans - - or sailboats.

Sound too good to be true? We haven’t even gotten to our customers! Think about the best retail brands, from your favorite tennis shoes to yoga pants. They’re customers. And, in addition to dozens of specialty retailers, this year we added grocery store, pharmacy, and convenience store brands. In fact, we more than doubled our customers in 2020.

And, the word is getting out. We are featured regularly in the press, mostly because of the results we get from our customers. Here’s a look at just some of the articles published recently. We also picked up some awards in 2020. CBInsights ranked us one of the 100 most promising B2B retail tech companies in the world. And, our CEO was a TechTrailblazer finalist. (Check out her articles on Forbes to see her passion for retail and solving its biggest challenges.)

We have made incredible progress but changing the industry is hard. We are well funded by leading venture capital firms like Emergence Capital and ready to scale. We need your help to improve the way that this 4.4 trillion dollar industry communicates with its store employees. Cumbersome, slow, and inefficient systems should not be the status quo. Help us retool retail.