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. 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

As a Site Acquisition Manager - Portfolio & Partnerships, you are the tip of the spear for scaling site acquisition through large-scale portfolios and strategic partnerships. This is a pure deal role with a partnership edge: you’ll win access to national footprints and repeatable site pipelines by influencing executive decision-makers, building momentum through high-trust relationships, and translating partnership commitments into signed, buildable site agreements.
This role is built for a closer who is: Extremely well-connected across retail real estate and portfolio owners, Relentless about keeping the top of funnel full through constant networking and outbound, and comfortable running executive-level conversations that unlock multi-site programs.

This role flexes between primary deal owner and regional deal accelerator. Depending on the market and partner, you may own negotiations end-to-end or support a Regional Site Acquisition Manager by unlocking portfolio relationships, approvals, and standardized terms—always aligning on clear ownership and prioritizing outcomes over credit. This role is for someone who thrives with autonomy, moves fast with disciplined process, and treats aggressive targets as the job—not the exception. You’re energized by relationship-building, but you measure yourself by signed deals and repeatable pipelines.

You will partner closely with Legal, Real Estate Development, Design/Engineering, Finance, Government Affairs/Land Use, and Operations—but you are the deal owner accountable for pace, quality, and outcomes.

What You'll Do

Build and convert a portfolio-level pipeline by developing executive relationships with organizations that control surplus land (REITs, national retailers, developers/owners) and expanding Zipline’s relationship map.
Build and deliver influence decks that move portfolio and internal/external stakeholder decisions forward.
Represent Zipline at major industry events (e.g., ICSC) and consistently translate networking into repeatable, multi-site partnership conversations and active deal flow.
Originate and negotiate portfolio partnerships that unlock multi-site pipelines (master terms, standardized exhibits, scalable approvals) and drive executive alignment on value, tradeoffs, and rollout paths—creating urgency and closing decisions.
Run disciplined pipeline tracking and forecasting in a CRM; report weekly on conversion, probability, and blockers; improve the acquisition engine.
Anticipate shifting priorities and relationship managing by monitoring key signals and bringing leadership clear options (tradeoffs, impact, timeline).

What Success Looks Like

Portfolio partnerships that unlock repeatable multi-site pipelines (not one-off deals).
Consistent delivery of signed, buildable sites sourced through portfolio owners and strategic partners.
Portfolio opportunities convert into signed, buildable sites without friction—with strong cross-team collaboration and shared wins, regardless of whether you served as the primary deal owner or the supporting closer.
High relationship activity and funnel health: you’re always meeting new decision-makers while advancing and closing active negotiations.
Standardized deal paths that reduce cycle time and allow Zipline to scale rapidly across a footprint.
Durable partner relationships that expand over time (more sites, new regions, stronger terms).

What You'll Bring

5+ years of site acquisition / real estate dealmaking experience with portfolio owners, large retailers, REITs, or national developers.
Proven ability to source and close deals end-to-end (not just support), including executive-level negotiations.
Strong contracting instincts and experience driving LOI → definitive agreement execution with sophisticated counterparties.
Demonstrated ability to manage multiple concurrent negotiations and redlines with Legal and cross-functional teams.
Working knowledge of early feasibility considerations (zoning/land-use, access, utilities, permitting constraints) to qualify sites pre-signature.
Strong organizational rigor and CRM discipline; proficiency with a CRM system (equivalent) for pipeline management and forecasting.
Experience in regulated or infrastructure-heavy environments (aviation, EV charging, telecom, logistics, industrial).
Authorized to work in the U.S.

Nice to Have

Deep network across retail real estate decision-makers and ownership groups (REITs, big box, grocery-anchored centers, national portfolios), including warm relationships you can activate immediately—with specific counterparts already in mind that could translate into partnership conversations and live deal pipeline in your first week.
Track record converting relationships into multi-site programs with standardized terms (master agreements, playbooks, repeatable approvals).
Strong presence at industry events (e.g., ICSC) with a history of generating pipeline through conferences and executive relationships.
Demonstrated strength creating executive influence decks that move decisions forward.
Track record using AI tools to increase throughput and quality in a fast-paced environment.

What Else You Need to Know

The starting cash range for this role is $120,000-185,000. 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. If you like the sound of this position but are not sure if you are the perfect fit, please apply!