Role Description As an SMB Business Development Representative, you are a critical driver of our growth. While our Enterprise team focuses on a handful of massive organizations, you will manage a territory of 2,000+ accounts. This is a high-volume, high-activity role designed for someone who thrives on structure, repetition, and the challenge of finding the right entry point into a busy nonprofit. This isn’t just about making dials or sending emails; it’s about managing a massive funnel. You will be responsible for identifying the right moment to reach out - whether a nonprofit just hired a new director, launched a new program, or is engaging with our content. We are a startup, which means we need people who will experiment with us, find what works, and help us validate the playbook for this segment. Key Responsibilities - Hit Your Numbers: Your target is 15 meetings booked per month, with a focus on quality. At least 9 of those must be qualified by an Account Executive to count toward your core goals. - Own the Meeting Attendance: A booked meeting only matters if the prospect shows up. You are responsible for the pre-meeting follow-up, sending reminders and relevant information to ensure the prospect is prepared and excited to talk to us. You also re-engage and re-set missed meetings/demos. - Execute High-Volume Outreach: You will manage a large territory using a mix of phone, email, and LinkedIn. You’ll need to balance several outreach campaigns at once and ensure 100+ dials among other touch points. - Respond to Intent: You will be the primary point of contact for prospects who are already interacting with us - downloading our guides, visiting our site, or attending our webinars. Speed and relevance are key here - warming these accounts and territory is critical - ensure meaningful activity and ROE. - Personalize Strategically: In a territory of 2,000+ accounts, you can't research every lead for an hour. You will learn to use "scalable personalization"; identifying key triggers like new hires or fundraising goals to make your outreach stand out. Qualifications - A Teammate People Want to Work With: You bring a positive, optimistic attitude even when facing the adversity of high-volume outreach. You keep an open mind and elevate the team’s energy. - Competitive & Goal-Oriented: You want to be the best rep on the leaderboard and set the bar for the rest of the team. - Resilience: You can handle high-volume outreach and the rejection that comes with it. You stay positive and keep moving forward. You outwork obstacles. - Disciplined Execution: You like having a plan and sticking to it. You can manage your own calendar and maintain a high level of activity day in and day out. - Coachability: You want to get better. You’re open to feedback, ready to learn the nonprofit sector, and willing to change your approach based on what the data shows. - Agility: This is a startup environment. We are still figuring out the most effective paths to some of these accounts, and we need you to be part of that discovery process. - Communication Skills: You can clearly explain the value of our platform to a busy nonprofit leader in a way that feels helpful, not pushy. Experience - Sales or outbound prospecting experience is a plus, though not required—we value drive, curiosity, and a strong desire to learn. - AI Fluency: We expect every team member to actively use AI in their day-to-day work, identify where AI can change the shape of problems in their function, and grow their fluency as the tools evolve. You should already be using AI meaningfully in your work and understand where it adds value and how it can improve the way you operate. Benefits - Health, Dental, and Vision insurance covered at 100% for employees, 80% for employee plus dependents, and 70% for employees plus family. - FSA and HSA Spending Account. - 20 days of vacation, 5 sick days, 11 company holidays plus an additional 1 floating holiday. - 401(k) plan with company match. - 100% Company-paid short-term disability, long-term disability, basic life insurance and AD&D. - Paid parental leave (12 weeks for primary caregivers / 6 weeks for secondary caregivers). - Generous home office stipend to support your remote workspace. - Annual professional development stipend to support your growth (e.g., workshops, courses, and seminars). - Charitable giving program and paid volunteer time off with registered non-profits.

• 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.

• Lead, coach, and scale the North America Business Development organization, including first- and second-line leaders • Own pipeline generation targets for North America and consistently deliver against revenue and growth goals • Develop and execute the outbound and inbound sales development strategy aligned to company GTM priorities • Partner closely with Sales leadership to ensure strong alignment on ICPs, territories, messaging, and handoff quality • Collaborate with Marketing to optimize lead flow, account-based strategies, and campaign effectiveness • Drive operational excellence through forecasting, capacity planning, KPI tracking, and performance management • Build a strong leadership bench by hiring, developing, and retaining top BD talent • Establish clear career paths, enablement programs, and promotion readiness frameworks for BDRs and managers • Continuously refine processes, tooling, and workflows to improve productivity and pipeline efficiency • Act as a strategic voice for Business Development within the broader Revenue leadership team.

• Actively identify, pursue, and secure potential new business opportunities within an assigned territory, including new and existing customer accounts • Actively network in the industry to establish and maintain relationships and to identify potential new and expanded business opportunities • Work with sales management and sales operations to identify, prioritize, and pursue a list of target Account opportunities • Collaborate with management in the development and implementation of an annual plan for targeted sales and marketing activities • Continuously monitor and record in the CRM system the status of contacts, leads and opportunities • Pursue and achieve target sales and pipeline numbers for an assigned territory • Coordinate with proposals and contracts teams to formalize customer engagements • Provide senior management with regular summaries of key deliverables and potential opportunities • Recommend new opportunities for organizational investment based on market information • Maintain and understand current industry trends and developments affecting target markets • Represent Lexitas at local, national and international meetings pertinent to public relations and future business development • Participate in interviewing candidates and selecting personnel, as well as training individuals if necessary