Account Executive

DiDi Global; São Paulo; On-site; BRL 180,000 - 240,000; Full time

Job summary

DiDi Global in Sao Paulo, Brazil, is seeking an experienced CS Account Executive IV to scale 99Entrega within the SMB market. You will drive high-velocity inside sales, engage micro and small business owners, and close inbound/outbound deals through phone, video calls, and messaging channels.

You will manage pricing, onboarding, and activation in collaboration with activation and support teams, while maintaining strict CRM discipline to maximize conversions and growth in the local logistics

Qualifications

• Proven B2B inside sales experience in SaaS, tech platforms, e-commerce, mobility, or logistics targeting SMBs.
• High-velocity pipeline discipline with ability to handle high volumes daily.
• Strong commercial and negotiation skills to close deals over phone/video.
• Customer-centric mindset with focus on small business challenges.
• Resilience, goal orientation, and data-driven decision making.
• Sales tech discipline with CRM software and outreach tools.

Responsibilities

• Execute high-velocity inside sales: manage end-to-end cycles, contact and qualify inbound leads, and close SMB accounts.
• Present value and price solutions, highlighting speed, savings, fleet flexibility, and integration.
• Structure SMB deals and pricing, guide standard agreements, enable self-service onboarding.
• Drive activation and onboarding with cross-functional teams to reach initial volume targets.
• Maintain CRM discipline, track metrics, and prioritize high-intent prospects.

Skills

B2B Inside Sales

SaaS / Tech sales

E-commerce

Mobility & Logistics

CRM Tools (Salesforce/HubSpot)

Tools

Salesforce

HubSpot

Job description

CS Account Executive IV

Location: Sao Paulo, SP, BR

Employment Type: OTHER

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

From day one, you will join a high-energy, collaborative team where your speed, execution, and sales discipline directly drive volume growth across Brazil. As part of the Logistics Business Unit sales team, your primary mission will be scaling 99Entrega—our fast-growing last-mile delivery ecosystem —within the Small & Medium Business (SMB) market.

In this role, you will focus on Farming and portfolio growth, engaging directly with micro and small business owners, local e-commerce sellers, and regional merchants. We are looking for an energetic, results-driven professional who thrives in a fast-paced environment—managing high-volume account books, proactively identifying expansion opportunities, conducting account health reviews, and driving fast-cycle upselling to scale client delivery volume.

Role Responsibilities

• Execute High-Velocity Inside Sales: Manage end-to-end inside sales cycles, contacting, qualifying, and closing incoming inbound leads and targeted outbound SMB accounts via phone, video calls, and messaging channels.

• Present Value & Pitch Solutions: Demonstrate 99Entrega’s platform capabilities, highlighting delivery speed, cost savings, fleet flexibility, and seamless integration for small business operations.

• Structure SMB Deals & Pricing: Present volume-tier pricing, guide clients through standard commercial agreements, and ensure smooth self-service account creation.

• Drive Fast Activation & Onboarding: Partner with activation and support teams to ensure newly closed SMB clients complete account registration, start placing orders immediately, and achieve initial volume targets.

• Pipeline & CRM Management: Maintain strict CRM discipline, tracking conversion rates, managing daily follow-ups, and prioritizing high-intent SMB prospects to maximize conversion speed.

Role Qualifications

• Proven B2B Inside Sales Experience: Solid background in inside sales, commercial execution, or business development, preferably within SaaS, tech platforms, e-commerce, mobility, or logistics targeting SMBs.

• High-Velocity Pipeline Discipline: Ability to handle high volumes of interactions daily, prioritize leads efficiently, and maintain a fast sales cadence.

• Strong Commercial & Negotiation Skills: Excellent verbal and written communication skills to articulate product value quickly, overcome common objections, and close deals over the phone/video.

• Customer-Centric & Solution Mindset: Genuine interest in understanding small business challenges and helping local merchants optimise their last-mile logistics operations.

• Resilience & Goal Orientation: High energy, self-motivation, and grit to thrive in a metric-driven, fast-paced environment with aggressive growth targets.

• Sales Tech Discipline: Proficiency in using CRM software (Salesforce, HubSpot) and messaging/calling tools to manage daily sales workflows.

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).