Business Development Manager - Dropbox

Business Development Manager

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

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. You will help them understand how hosting a Zipline Dropbox can make their properties more connected, more convenient, more differentiated, and better positioned for the next generation of delivery.

You will own the full commercial property owner engagement process: identifying target properties, building relationships, pitching the value proposition, negotiating agreements, securing approvals, and supporting the path through permitting, installation, and activation.

You are a strong closer who knows how to turn cold conversations into signed agreements. You can explain a new category of logistics in a simple, compelling way, build trust with skeptical stakeholders, and move prospects from curiosity to commitment. You are comfortable selling the future before it feels obvious to everyone else.

This is not a passive partnership role. You will be expected to build and manage a high-volume pipeline, run disciplined outreach, conduct in-person meetings, tailor pitches to different property types, and drive deals to execution. You will work closely with Customer Success, Real Estate Development, Legal, Ground Deployment, Launch and Scale, Operations, and Permitting teams to ensure each approved location can move from agreement to deployment.

This position is a hybrid and field-based role that will involve phone, email, and face-to-face engagement across your assigned market. Candidates should be comfortable spending significant time in-market with landlords, brokers, property managers, municipalities, and other local stakeholders.

We are looking for builders, not coordinators.

What You'll Do

• Prospect, qualify, and build relationships with landlords, property managers, developers, brokers, and commercial real estate owners across your assigned market.
• 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.
• Pitch Zipline's Dropbox program to commercial real estate decision-makers, clearly explaining how it can enhance property value, tenant experience, sustainability positioning, community convenience, and access to future logistics infrastructure.
• 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 Bring

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

What Success Looks Like

• You consistently secure signed agreements for high-quality Dropbox locations in priority markets.
• Landlords and property owners understand Zipline's value proposition and see Dropbox placement as a strategic opportunity to enhance their properties.
• You maintain a healthy forward pipeline with strong outreach activity, clear next steps, and accurate forecasting.
• Deals move quickly from prospecting to approval, agreement, permitting support, installation, and activation.
• Internal partners trust the quality of your site opportunities, documentation, and stakeholder relationships.
• You build durable relationships with landlords, brokers, property managers, developers, and local market influencers.
• Your market has strong coverage across priority property types, corridors, and customer demand areas.
• You improve pitch effectiveness, objection handling, and repeatable sales processes as Zipline scales.
• You are known as a high-performing closer who can create momentum in a new market, persuade stakeholders to embrace future technology, and convert ambiguity into signed opportunities.

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.