BDR (CRM Strategy & Messaging Optimization)

99; São Paulo; Hybrid; BRL 120,000 - 180,000; Full time

Job summary

99Entrega, part of 99, is seeking a CRM Coordinator to drive lifecycle marketing and messaging optimization. You will own CRM Journeys, messaging strategy, and experimentation, building intelligent automated funnels that guide SMB leads from first contact to delivery.

This role requires analytical thinking, a track record in automated lead nurturing, and hands-on experience with modern CRM engines (Hubspot, Infobip).

Qualifications

• Experience in building and optimizing automated lead-nurturing and conversion funnels.
• Ability to design and execute structured A/B and multivariate tests on copy and timing.
• Strong data analysis to balance costs and revenue impact.

Responsibilities

• Architect Automated CRM Journeys and scalable customer workflows.
• Define omnichannel messaging cadences and channel mix.
• Execute rigorous A/B testing to optimize conversion rates.
• Monitor deliverability and engagement metrics to optimize ROI.
• Collaborate with Leads Management and Sales Operations on lead routing.

Skills

CRM & Lifecycle Marketing

A/B Testing

Copywriting

Data Analysis

API/Webhooks

Tools

Hubspot

Infobip

Job description

About The Company

If you see technology as a way to smooth your path in life, our team does too: Your Path, Our Journey.

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.

About The Team/role

From day one, you will join a dynamic, metrics-driven team where your lifecycle marketing expertise, technical CRM mastery, and messaging optimization directly fuel growth for 99Entrega. As a CRM Coordinator within the Logistics Business Unit, your primary mission will be maximizing SMB lead acquisition and activation through data-driven digital communication flows.

In this role, you will be the owner of CRM Journeys, Messaging Strategy, and Experimentation, creating intelligent automated funnels that guide prospects from initial lead generation to first delivery. We are looking for an analytical lifecycle marketer who excels at balancing deliverability, communication costs, and conversion efficiency across scalable channels.

In this role, you'll be...

• Architect Automated CRM Journeys: Build, configure, and maintain scalable customer journeys and trigger-based workflows to nurture SMB leads across their conversion lifecycle.
• Lead Omnichannel Messaging Strategy: Define communication cadences, channel mix (WhatsApp Marketing vs. Utility, SMS, Email), and tone of voice tailored to diverse SMB merchant personas.
• Execute Rigorous A/B Testing: Design and execute structured A/B and multivariate tests on copy, CTAs, delivery timing, and channel combinations to continuously optimize conversion rates.
• Monitor Deliverability, Costs & Engagement: Track technical messaging health (delivery rates, read rates, CTR, opt-outs) alongside unit dispatch costs to optimize ROI across communication channels.
• Collaborate on Lead Scoring & Dynamic Routing: Work closely with Leads Management and Sales Operations to feed qualified, warm leads into Inside Sales queues via automated triggers.

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

• Proven Experience in CRM & Lifecycle Marketing: Solid track record in building and optimizing automated lead-nurturing and conversion funnels, ideally in B2B tech, e-commerce, or logistics platforms.
• Mastery of CRM & Messaging Platforms: Hands-on experience with modern CRM architectures and omnichannel communication engines (preferably Hubspot, Infobip).
• Experimentation & Copywriting Skills: Strong ability to craft persuasive B2B copy combined with a methodical approach to hypothesis formulation and statistical A/B test analysis.
• Cost & Performance Analytical Acumen: Experience balancing communication unit costs against downstream revenue impact, monitoring metrics like conversion rate.
• Data & System Integration Mindset: Comfortable working with customer event data, audience segmentation logic, and webhook/API-driven trigger automations.

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).