Sales Operations 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.

Team Overview:

The Sales Operations & Incentives team is responsible for ensuring that sales routines run smoothly, targets are clear, and incentive models are aligned to performance. Acting as the engine of sales execution, the team sets funnel targets, defines SLAs, tracks pipeline health, and designs incentive simulations. As Manager, you will lead a team focus in this function, ensuring operational discipline and motivating sales performance through data-driven incentives.

Role Responsibilities:

• Leading the definition of benchmarks (conversion, CAC, ticket size).
  Setting funnel targets by stage (lead signed- live) and ensuring follow-up.
• Driving goal breakdowns at rep level (by city, category).
• Designing and running commercial incentive simulations.
• Defining SLAs for each sales stage (e.g., time in proposal).
• Overseeing daily/weekly pipeline health analysis.
• Triggering and following up action plans for underperformance or stuck leads.
• Managing and developing a team of analysts to deliver high-quality operations and reporting.
• Working pretty close to commercial leaders.

Role Qualifications:

• Proven experience in Sales Operations, Performance Management, or Revenue Operations.
• Strong analytical skills with ability to design metrics, benchmarks, and incentive models.
• Team leadership and ability to implement sales routines across large salesforces.
• Advanced Excel/BI knowledge.
• Fluency in English (mandatory); Mandarin is a strong plus.
• High attention to detail and strong communication with cross-functional teams.

EEO Statement:

• 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 & Inclusion

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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