Inside Sales Executive – Small & Medium Business (99Entrega)

99; São Paulo; On-site; BRL 70,000 - 110,000; Full time

Job summary

DiDi Global Inc. is seeking a high-energy Inside Sales professional to accelerate SMB growth for our 99Entrega last-mile platform in Brazil. You will build pipelines, close deals, and collaborate with activation and support teams to drive rapid onboarding and volume growth.

The role requires strong sales discipline, excellent communication, and a customer-centric mindset to optimize delivery solutions for local merchants and e-commerce partners.

Qualifications

• Proven B2B inside sales experience within SaaS, tech platforms, e-commerce, mobility, or logistics targeting SMBs.
• Ability to manage high volumes of interactions daily and maintain a fast sales cadence.
• Strong verbal and written communication to articulate product value and close deals.

Responsibilities

• Execute high-velocity inside sales across inbound and targeted outbound SMB accounts.
• Present platform capabilities and value propositions for small business operations.
• Structure pricing and guide customers through standard commercial agreements.
• Drive activation, onboarding, and initial volume targets with cross-functional teams.
• Maintain CRM discipline, track conversions, and prioritize high-intent SMB prospects.

Skills

B2B Inside Sales

High-Velocity Pipeline

Negotiation Skills

Customer-Centric Mindset

Sales Tech Discipline

CRM Proficiency

Tools

Salesforce

HubSpot

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 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.

In this role, you'll be...

• 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.

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

• 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 optimize 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.

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,