Head of Sales, Logistics

About the team/role

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 thru 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 & 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.

In this role, you'll be...

Drive Commercial Outcomes: Partner with Product/Operations to ensure product solutions meet enterprise SLAs, optimize unit economics, and enhance user retention.

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 gen to close for shippers (demand) and fleet acquisition/onboarding (supply).

Exceed targets for GMV, revenue, fleet capacity growth, and marketplace liquidity.

Build partnerships with enterprise fleets (e.g., trucking companies) and informal networks (e.g., 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.

We're eager to be in touch because you have...

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 (e.g., capacity utilization, SLA compliance).

Leveraged data/tech (e.g., CRM, analytics) to optimize sales funnels and processes.

Leadership DNA:

Managed 5+ person teams and big 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 in order to discuss complex topics with Product and Operation 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.

You'll love working at DiDi because...

We create user 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.

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.

Growth. We always strive to do better. That means venturing beyond our comfort zones, learning from our mistakes, and helping each other grow.

Diversity and Inclusion. Diversity is one of our biggest strengths. Our differences are what make us distinct. We respect each other and believe in equal opportunities for all.

Diversity & Inclusion

Diversity is not a vision of the future or something we wish to have one day, it is a non-negotiable value of who we are.

We practice inclusion, plurality, and respect. And we count on the governance of the Diversity Committee, which works together with HR, leadership and identity groups - 99Adapta, 99Afro, 99Cores, 99Mulheres, and 99Mamães. This part of our journey has been written, there remains a long road before us.

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

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