Sales Ops Specialist

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:

This role is part of the Sales Operations team, responsible for driving operational excellence, ensuring visibility across the entire sales funnel, and supporting strategic growth initiatives.

The team collaborates closely with Commercial, Marketing, Product, and Operations to create scalable processes, optimize funnel performance from acquisition to closing, and develop insights that guide decision-making.

The ideal candidate will play a crucial role in structuring CRM workflows, improving conversion rates, identifying pipeline gaps, and enabling the sales team to execute with clarity, efficiency, and impact.

Role Responsibilities:

• Managing and optimizing the sales CRM, ensuring data quality, clear pipeline structure, and process consistency.
• Navigating the complete sales funnel — from lead acquisition to closing — identifying bottlenecks, breaks, and opportunities for improvement.
• Tracking and analyzing key performance metrics, providing insights to guide sales strategy and operational decision-making.
• Building dashboards and performance reports that support weekly, monthly, and quarterly routines.
• Partnering with Sales, Marketing, and Product teams to support cross-functional initiatives.
• Supporting sales leadership with insights on productivity, conversion, forecast, and funnel health.
• Proposing process improvements based on data-driven learning, experiments, and operational feedback.
• Creating documentation, playbooks, and workflows to streamline onboarding and operational scalability.
• Using SQL and analytical tools to perform ad hoc analysis and deepen understanding of funnel behavior.

Role Qualifications:

• 1–3+ years of experience in Sales Operations, Revenue Operations, Commercial Analytics, or CRM management.
• Hands-on experience with CRM platforms (Salesforce, HubSpot, Pipedrive, Zendesk Sell, RD Station, or similar).
• A strong analytical mindset, with the ability to extract insights, connect dots, and tell a compelling data story.
• Familiarity with SQL to support analyses and operational investigations.
• Strong logical thinking, communication skills, and structured problem-solving abilities.
• A proactive, ownership-driven attitude — comfortable navigating ambiguity and fast-paced environments.
• The ability to collaborate effectively across teams while maintaining clarity and alignment.
• A passion for building processes, improving workflows, and enabling teams to scale.

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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