National Partnerships Director, Kenya

Do you want to change the world? Zipline is on a mission to transform the way goods move. Our aim is to solve the world’s most urgent and complex access challenges by building, manufacturing and operating the first instant delivery and logistics system that serves all humans equally, wherever they are. From powering Rwanda’s national blood delivery network and Ghana’s COVID-19 vaccine distribution, to providing on-demand home delivery for Walmart, to enabling healthcare providers to bring care directly to U.S. homes, we are transforming the way things move for businesses, governments and consumers. The technology is complex but the idea is simple: a teleportation service that delivers what you need, when you need it. Using robotics and autonomy, we are decarbonizing delivery, decreasing road congestion, and reducing fossil fuel consumption and air pollution, while providing equitable access to billions of people and building a more resilient global supply chain.

We are hiring a Partnerships Director – Kenya to lead and close complex government partnerships that are foundational to Zipline’s long‑term impact and scale in Kenya. This role requires deep policy fluency, exceptional judgment, and the patience to navigate long, high‑stakes deal cycles with integrity.

• Own partnerships that directly drive daily delivery volume and cash collection for KE-1 and future Kenya operations.
• Ensure KE-1 consistently exceeds daily delivery goals by converting signed contracts into sustained utilization.
• Structure partnerships and commercial terms that guarantee on-time, 100% invoice payment.
• Treat utilization and collections as core responsibilities, not downstream finance or ops issues.
• Close and institutionalize large-scale B2G partnerships from strategy through execution.
• Navigate procurement, policy, and political complexity to ensure deals are legally and operationally durable.
• Build and manage consortiums of funders, NGOs, embassies, and private partners that support utilization and payment.
• Embed Zipline services into long-term government plans and budgets.
• Act as a strategic thought partner to senior leadership, identifying risks to volume or collections and defining mitigation strategies.
• Represent Zipline confidently in high-level public and private-sector partner engagements.

• 5+ years closing large (7–8 figure USD) B2G deals in Kenya.
• Deep understanding of Kenyan public procurement (PPADA), devolution, and healthcare systems.
• Demonstrated integrity and anti‑corruption posture.
• Exceptional communication skills across technical, political, and executive audiences.
• Entrepreneurial mindset with strong ownership and follow‑through.
• Experience in enterprise sales or multilaterals.
• Program/project management and donor reporting experience.
• Background launching or scaling new markets or products.