B2B Sales RevOps Manager

About the company

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

In this role, you'll be...

Strategy & Forecasting: Collaborate with the Commercial Planning Manager on the weekly/monthly/quarterly sales forecasting process, ensuring high accuracy in the numbers reported to executive leadership.
Process & Pipeline Management: Map, audit, and optimize the sales funnel, identifying bottlenecks and implementing continuous improvements throughout the customer journey.
Data Governance & KPIs: Define, monitor, and analyze key sales metrics (Sales Forecast Accuracy, Win Rate, Sales Cycle, Rep Productivity, etc.), ensuring the CRM remains the "single source of truth."
Sales Tech Stack Architecture: Manage and optimize the CRM (HubSpot) and connected tools, ensuring full team adoption and efficient integrations..
Alignment & Enablement: Act as a bridge between Sales, Marketing, Finance, and CS, while ensuring the commercial team is well-trained on approved processes and tools.
AI & Sales Automation: Leverage Artificial Intelligence and machine learning tools to optimize lead scoring, automate routine operational tasks, and extract insights from customer interactions (e.g., conversation intelligence) to improve win rates.

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

Proven experience in Sales Operations, Revenue Operations, or Commercial Business Intelligence.
Previous experience in leadership roles or managing complex projects within a commercial environment.
Advanced expertise and administration experience with major CRMs (Salesforce or HubSpot).
Strong analytical skills with a experience with Advanced Excel, PowerBI, Tableau or Looker/DataStudio
Hands-on experience implementing or managing AI tools applied to sales/RevOps (e.g., predictive forecasting, conversational intelligence like Gong/Chorus, generative AI for sales enablement, or AI copilots within HubSpot/Salesforce).
Excellent communication skills to translate complex data into actionable recommendations for leadership.
Experience in with B2B SaaS Sales Ops/ RevOps will be a differential.
Advanced/Fluent English.

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).