B2B Sales Ops 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

As a Sales Operations professional at DiDi, you will optimize commercial execution by designing and operating scalable processes, tools, and analytics that enable sales teams to grow business efficiently; your measurable impacts include improving quota attainment, shortening sales cycle time, and increasing channel revenue by enabling data-driven decisions. You will join the Global Sales Operations team responsible for cross-market standardization and local market enablement, ensuring seamless coordination between Sales, Finance, to support B2B’s growth, margin improvement.

Role Responsibilities

• Design and implement end-to-end sales processes and playbooks that reduce average sales cycle time by at least 15% and increase conversion rates across key verticals .
• Build and maintain scalable reporting, dashboards, and KPI frameworks that deliver weekly and monthly insights on pipeline velocity, quota coverage, customer lifetime value, and revenue leakage to senior sales leadership.
• Partner with CRM to configure CRM, lead routing, and incentive systems, driving a measurable improvement in lead response time and sales productivity.
• Lead territory and quota planning exercises using data-driven segmentation and forecasting models to improve quota attainment consistency across markets by defined targets.
• Manage cross-functional sales enablement initiatives, including onboarding, training materials, and incentives, to accelerate ramp time of new sellers and channel partners by measurable percentages.
• Conduct root-cause analyses on missed targets and churn, propose corrective actions, and track remediation progress to reduce partner churn and improve gross margin contribution.

Role Qualifications

• Bachelor’s degree in Business, Economics, Engineering, or related field is preferred; equivalent practical experience in sales operations or revenue operations at scale is acceptable.
• Proven experience (3+ years) in sales operations, revenue operations, or commercial analytics at a technology platform or 2B company supporting large, multi-market sales organizations.
• Strong analytical skills with proficiency in SQL and Excel, and experience with BI tools (e.g., Tableau, Looker) to build dashboards and perform cohort and funnel analyses.
• Hands-on experience configuring CRMs (Salesforce or equivalent) and designing lead routing, opportunity stages, and incentive structures to drive measurable sales outcomes.
• Excellent project management and stakeholder management skills, able to lead cross-functional initiatives and influence senior leaders without direct authority.
• Results-oriented mindset with business acumen to translate data insights into operational changes that improve revenue, margin, and partner satisfaction.
• Clear communicator with the ability to produce concise executive reports and to train commercial teams on new processes and tools, adaptable to fast-paced, highly scaled DiDi environments.

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.

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