National Partnerships Director at Zipline

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.

What You’ll Do

• 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.

What You’ll Bring

• 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