Sales Ops

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. #LI-Hybrid Team Overview As the Commercial Manager for Offline Operations, you will report to the Offline Operations Senior Manager, owning the end-to-end performance of DiDi’s offline operations focused on acquisition and engagement in Brazil. You will support on leading the entire sales organization on Mobility business across both in house and outsourced sales teams You will design the strategy, structure, tools, and commercial playbooks that power offline growth across all cities. You will set the cadence, operating principles, sales enablement roadmap, funnels, incentives, and governance model that ensure teams deliver consistent, predictable, and scalable results. Role Responsibilities Role Responsibilities 1. Leadership of Multi-Layer Offline Organizations Build an end-to-end high performing sales organization from scratch Lead, coach, and elevate a multi-layer team, including BDMs, Regional Managers, and Promoters. Build a high-performance culture rooted in accountability, ownership, and clarity of expectations. Establish leadership routines, weekly business rhythm, communication systems, and training structures across all layers. 2. Strategy, Planning & Market Expansion Support the offline commercial strategy for driver acquisition in Brazil Translate business priorities into clear country plans, city-level targets, territory designs, and growth roadmaps. Identify market opportunities, white spaces, and competitive threats, and build proactive execution strategies. 3. Operational Excellence & Process Innovation Define and implement standardized SOPs, playbooks, funnels, QA processes, and operational governance. Build weekly, monthly, and quarterly performance cadences—dashboards, reviews, action plans, and feedback loops. Ensure consistent execution quality across all cities, teams, and markets. 4. Sales Enablement & Capability Building Create the full enablement ecosystem: Training programs (induction + continuous) Promoter capability framework Sales scripts, objection handling, and best practices Support with data tools, tracking systems, CRM workflows Incentive programs and performance scorecards Ensure all teams have the tools and capabilities to succeed and scale. 5. Cross-Functional Leadership Partner closely with Operations, CX, Legal, Finance, Compliance, and Marketing to ensure seamless execution. Drive alignment between central strategy and local operations. 6. Performance Ownership & Growth Delivery Support on offline acquisition P&L where applicable Monitor funnel KPIs—sign-ups, activations, productivity per promoter/BD, territory penetration. Build intervention plans to unblock performance, reduce CPA, and accelerate output across all channels. Role Qualifications Role Qualifications Strategic & Analytical Leadership Ability to translate complex data into commercial strategy and actionable playbooks. Strong business judgment and ability to prioritize with clarity and speed. People Leadership at Scale Experience leading multi-layer teams with up to 30 people. Ability to coach leaders, establish systems, and scale culture. Commercial Acumen Deep understanding of offline go-to-market models, funnels, productivity, and incentives. Hunter mindset with strong instinct for territory design, channel strategy, and execution discipline. Operational Rigor Obsessed with processes, consistency, efficiency, governance, and execution quality. Experience building cadences, SOPs, sales enablement, and dashboards. Cross-Functional Influence Strong collaborator with the ability to influence senior stakeholders and central teams. Comfortable navigating ambiguity and aligning dispar