Head of Sales, Logistics

Job Location: BR-SP-Sao Paulo

Employee Class: Regular

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.

#LI-Hybrid

From day one, you'll be part of a collaborative, global culture where your work directly influences the company's strategy and growth. As a member of the Logistics Business Unit operations team, you'll have a great opportunity to design and implement initiatives across all Brazil's market and continuously enhance customer online and offline experience through our product and operations. The Logistics BU helps individuals and businesses to solve their daily challenges of moving goods, making their life better everyday.

This data driven role calls for a rare combination of analytical thinking and interpersonal ability to manage operations, sales and stakeholders. 99Entrega is our last mile delivery service, using cars, motos, utilitaries, vans and small trucks. Be prepared for a hectic, fast paced and challenging environment

Being a leader at this team is a unique opportunity to help build and grow a solid business inside 99 almost from scratch, leaving your own stamp and legacy on the lives of millions of people that will be using our services frequently.

• Drive Commercial Outcomes: Partner with Product/Operations to ensure product solutions meet enterprise SLAs, optimize unit economics, and enhance user retention.
• Define GTM Strategy: Develop segmented approaches for Key Accounts (enterprise logistics providers), SMBs, and Fleet Partners (corporates & informal operators). Design monetization models (e.g., commission-based, subscription) aligned with platform economics.
• Lead Revenue Execution: Oversee sales cycles from lead generation to close for shippers (demand) and fleet acquisition/onboarding (supply). Exceed targets for GMV, revenue, fleet capacity growth, and marketplace liquidity.
• Scale Fleet Ecosystems: Build partnerships with enterprise fleets (e.g., trucking companies) and informal networks (independent drivers, local cooperatives). Develop incentive structures, trust mechanisms, and onboarding programs for diverse supply partners.
• Optimize Operations: Collaborate with Product to translate customer/fleet needs into platform features (e.g., API integrations, SLA tools). Drive sales enablement: pricing strategies within the mandate, processes, frameworks, and CRM/analytics tooling.
• Talent & Culture: Hire, mentor, and lead high-performing sales teams (Key Accounts, SMB, Fleet Development). Foster a culture of accountability, innovation, and cross-functional synergy.
• Stakeholder Alignment: Present strategic updates to C-suite, BU leads, and investors; balance priorities across technical, business, and customer needs.

• Domain Mastery: 15+ years in B2B/platform sales leadership, with 5+ years in logistics, transportation, or marketplace models (e.g., freight brokerage, gig economy platforms). Proven success scaling teams on two-sided networks (balancing supply/demand growth).
• Commercial Achievements: Built/grown teams selling to enterprise clients and SMBs; expertise in complex, multi-stakeholder deals ($500K+ ACV). Designed GTM playbooks for API-driven/LaaS solutions; familiarity with logistics KPIs (capacity utilization, SLA compliance). Leveraged data/tech (CRM, analytics) to optimize sales funnels and processes.
• Leadership DNA: Managed 5+ person teams and large BPO staff; adept at mentoring sales directors and closing C-suite deals. Skilled collaborator—bridges gaps between Sales, Product, Operations, and Finance.
• Technical & Strategic Acumen: Expertise in marketplace dynamics to discuss complex topics with Product and Operations teams (e.g., balancing shipper/driver supply-demand). Fluency in English (Spanish is a plus), with strong communication skills for both technical and business audiences.
• Cultural Fit: Entrepreneurial mindset—thrives in ambiguity and pivots fast in hyper-growth settings. Exceptional communication skills, bridging technical and non-technical audiences. Adaptability, empathy, teamwork, and a proactive approach to driving results.
• Education: Bachelor's degree completed; MBA or advanced degree preferred.

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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