Key Account Sales Executive – Special Accounts & Integrators – 99Entrega

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

Job summary

99, a leading mobility and digital payments company in Brazil, seeks a mid-level Key Account Sales Executive for the Logistics Business Unit. You will own end-to-end commercial negotiations with integration partners (ERP, e-commerce platforms, TMS) and manage the relationship for 99Entrega, our growing last-mile ecosystem.

In this role you will structure deals, align cross-functional teams, and drive high-value opportunities across Brazil.

Qualifications

• Solid B2B sales experience with partners and ecosystems.
• Experience negotiating complex commercial terms and SLAs.
• Ability to analyze data and present ROI for partnerships.

Responsibilities

• Own end-to-end commercial relationships with tech integrators and partners.
• Lead end-to-end sales processes for high-value B2B opportunities in Brazil.
• Structure tailored commercial terms, pricing brackets, and revenue-share models.
• Collaborate with Product, Integration, Operations and Pricing teams to ensure viable implementations.
• Track volumes, manage CRM pipelines, and report ecosystem metrics to leadership.

Skills

End-to-end sales

Partner management

Ecosystem integration knowledge

Commercial deal structuring

Stakeholder communication

Analytical & commercial acumen

Tech & sales tools discipline

Tools

Salesforce

HubSpot

BI tools

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.

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 commercial agility and strategic networking directly drive high-impact revenue channels. As a Key Account Sales Executive within the Logistics Business Unit, you will focus on leading commercial negotiations for Special Accounts and managing the entire commercial relationship with Integration Partners (e-commerce platforms, ERPs, TMS systems, and logistics aggregators) for 99Entrega—our fast-growing last-mile delivery ecosystem.

This mid-level role is designed for a versatile commercial professional who excels at managing ecosystem partnerships and non-standard B2B deals. You will serve as the primary commercial owner for tech integrators, negotiating strategic alliances and embedding 99Entrega as a key delivery solution, while bridging partner-specific demands with internal operational capabilities to secure long-term, high-volume growth.

In this role, you'll be...

• Manage Integrator Commercial Relationships: Own end-to-end commercial relationships with tech integrators, platforms, ERPs, and freight hubs—driving joint commercial plans, campaign alignment, and volume adoption through their ecosystems.
• Lead Special Account Negotiations: Lead end-to-end sales processes for non-standard, high-value B2B opportunities and special commercial projects across Brazil.
• Structure Commercial & Ecosystem Deals: Design tailored commercial terms, custom pricing brackets, revenue-share frameworks, and SLA commitments to win complex deals and strategic partner agreements.
• Cross-Functional Partner Alignment: Collaborate closely with Product, Technical Integration, Operations, and Pricing teams to ensure platform integrations are commercially viable and technically seamlessly executed.
• Partner Performance & Pipeline Governance: Track partner-generated volumes, monitor CRM pipelines, audit contract compliance, and report on ecosystem conversion metrics to sales leadership.

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

• Solid B2B Sales & Partner Management Experience: Mid-level track record (S6 equivalent) in consultative B2B sales, account management, or partnership development—preferably within logistics, tech platforms, e-commerce platforms, or SaaS ecosystems.
• Ecosystem & Integration Knowledge: Hands-on experience developing commercial relationships with software integrators, ERPs, e-commerce platforms, or logistics aggregators to generate indirect business volume.
• Commercial Deal Structuring Skills: Proven capability to negotiate complex commercial variables (revenue shares, pricing models, volume tiers, service-level agreements) with partner heads and business decision-makers.
• Strong Stakeholder Communication: Ability to build trust, navigate negotiations, and interact confidently with partner executives, procurement managers, and operations leads.
• Analytical & Commercial Acumen: Comfort analyzing transactional data, tracking partner-driven performance, understanding unit economics, and presenting clear ROI.
• Tech & Sales Tools Discipline: Daily proficiency with CRM software (Salesforce, HubSpot) for pipeline tracking, alongside basic experience using BI tools for market and account analysis.

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).