Senior Business Development Manager

Company Overview

If you see technology as a way to smooth your path in life, our team does too: Your Path, Our Journey.

We believe in technology that connects talented people who embrace diversity to create and share paths we don't even know about (yet). We work to generate value not only for our users but, above all, for the communities we serve and for society as a whole, making every day better for everyone with mobility and delivery services (99) or digital payments (99Pay).

To make life easier for millions of people every day, since 2018, we have been part of DiDi DiDi Global Inc., the world’s leading mobility technology platform. We are pioneers in creating innovative solutions that start in Brazil and scale up to make a positive impact in more than 12 countries where DiDi operates. This innovation encompasses sustainability, safety, artificial intelligence, financial markets, and much more.

Whether building projects from scratch or improving our solutions, we enjoy challenges that give us butterflies, which is why we work at a fast pace with respect, collaboration, and good humor. Along this journey, we also draw strength from diverse experiences and opinions to grow together, fail quickly, learn, and adjust the course to create solutions that deliver even better results.

The Business Development team is a core growth engine for 99, responsible for creating long-term value through strategic alliances. We build innovative partnerships that expand our ecosystem, unlock new revenue streams, and enhance the 99 experience for users. As a Senior Manager, you will take the lead on our most complex and highest-value partnerships, managing the full deal lifecycle from initial concept to successful launch.

• Identifying, sourcing, and developing a pipeline of high-impact strategic partnership opportunities with major players in key verticals (e.g., finance, travel, retail, telecom).
• Leading the end-to-end negotiation process for complex commercial agreements, working closely with Legal, Finance, and Product to ensure favorable terms.
• Building sophisticated business cases and financial models to justify and prioritize partnership initiatives.
• Managing relationships with senior stakeholders at partner companies to ensure long-term success and uncover new growth opportunities.
• Mentoring other members of the BD team and acting as a thought leader for partnership strategy within 99.

• 7+ years of experience in business development or strategic partnerships, with a strong track record of closing large, complex deals.
• Exceptional negotiation, communication, and presentation skills, with the ability to influence C-level executives.
• Strong analytical and financial modeling skills, with proven experience building data-driven business cases.
• A self-starter mentality, with the ability to navigate ambiguity and manage multiple high-priority projects concurrently.
• Experience in the technology, mobility, or fintech industries is a significant plus.

• We create customer value – We strive to always create valuable experiences for our users in everything we do. Our focus is to always innovate new experiences that are safe, pleasant, and efficient.
• We are data-driven – We are strong believers in making informed decisions, that’s why we are data-driven. We can better navigate the business landscape strategically by analyzing valuable metrics.
• We believe in Win-win Collaboration – Success is a team sport. When we work to help our partners and colleagues win, we win, too. While keeping everyone's best interest at heart, we communicate with candor and execute with excellence in all we do.
• We believe in integrity – Integrity is at the very core of our business. We are people who always want to do the right thing. Our intentions are sincere, we speak our minds and listen to each other.
• We always strive to do better. That means venturing beyond our comfort zones, learning from our mistakes, and helping each other grow.
• We believe in Diversity and Inclusion – Diversity is one of our biggest strengths. Our differences are what makes us distinct. We respect each other and believe in equal opportunities for all.

Diversity is not a future vision or a wish for something we want someday; it is a non-negotiable value of who we are today.

We embrace inclusion, plurality, and respect, and to achieve this, we rely on the governance of the Diversity Committee, which works alongside HR, our leadership, and identity groups—99Adapta, 99Afro, 99Colors, 99Womem, and 99Familys.

This is our ongoing journey, with much more still to come.

We reinforce that this position is open to everyone, including pregnant people and people with disabilities (PwD).

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