Logistics Sales Manager - SME & SKAs

DiDi Chuxing; São Paulo; Hybrid; BRL 400,000 - 800,000; Full time

Job summary

DiDi Chuxing in Brazil seeks a strategic leader to own the SMB, integration partnerships, and special accounts for 99Entrega, our growing last‑mile ecosystem. You will drive the go‑to‑market, negotiate with major tech integrators, and build scalable delivery solutions for SMBs.

You will collaborate with Product, Operations, Engineering, and Pricing to localize features and optimize partner performance, CAC, and growth across Brazil.

Qualifications

• Deep expertise in SMB & E-commerce ecosystem with proven sales or commercial leadership in SMBs.
• Experience negotiating partnerships with software integrators, ERP platforms, and freight hubs.
• Ability to translate market requirements into scalable product and integration features.

Responsibilities

• Define, scale SMB strategy, with clear roadmaps and commercial execution across Brazil.
• Lead integrations and ecosystem partnerships with software integrators, e-commerce platforms, and aggregators.
• Manage special accounts and bespoke commercial models for strategic partners.
• Collaborate cross-functionally with Product, Operations, Engineering, and Pricing to tailor SMB features.
• Monitor segment growth, unit economics, CAC, and partner performance.

Skills

SMB sales

E-commerce

Partnerships

Negotiation

Data-driven

Tools

ERP systems

TMS

Job description

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, global culture where your strategic leadership directly shapes the future of our business in Brazil. As a key leader within the Logistics Business Unit, you will own the end-to-end strategic development, expansion, and commercial performance of the Small & Medium Business (SMB) segment, Integration Partners (software/platforms), and Special Accounts for 99Entrega—our fast-growing last-mile delivery ecosystem.

This position is critical and highly strategic: you will build and drive the overall go-to-market strategy for the SMB front from the ground up, acting as an internal matrix leader alongside Product, Operations, Marketing, and Engineering to build scalable delivery products for small businesses. Simultaneously, you will personally lead commercial negotiations with major tech integrators (e.g., e-commerce platforms, ERPs, logistics aggregators) and manage high-impact special accounts to unlock massive, indirect volume channels.

In this role, you'll be...

Define & Scale SMB Strategy: Own the vision, roadmap, and commercial execution for the SMB segment, identifying key growth drivers, volume levers, and scalable acquisition channels across Brazil.

Lead Integrations & Ecosystem Partnerships: Spearhead high-level commercial discussions and contract negotiations with key software integrators, e-commerce platforms, aggregators, and tech partners to embed 99Entrega as a native last-mile solution.

Manage Special Accounts: Oversee high-stakes commercial relationships and complex negotiations for key strategic/special accounts, driving volume adoption and bespoke commercial models.

Cross-Functional Business Building: Serve as the core commercial stakeholder collaborating with Product, Operations, Engineering, and Pricing teams to develop, localize, and continuously refine features tailored specifically for SMB needs and platform integrations.

Commercial Performance & Pipeline Governance: Track overall segment growth, unit economics, conversion funnels, and partner performance—using data-driven insights to iterate strategy and optimize customer acquisition costs (CAC).

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

Deep Expertise in the SMB & E-commerce Ecosystem: Extensive, proven track record leading sales, growth, or commercial initiatives specifically targeted at Small & Medium Businesses—with a deep understanding of long-tail acquisition strategies, SMB purchasing behavior, and their operational pain points in last-mile logistics.

Track Record in Tech Integrations & Freight Hubs: Solid experience establishing and negotiating strategic partnerships with e-commerce platforms, ERPs, TMS systems, and logistics aggregators to drive massive, indirect SMB adoption.

Cross-Functional & Matrix Influence: Exceptional ability to collaborate directly with Product, Engineering, and Operations teams to translate SMB market requirements into scalable, self-service product features and smooth integration rollouts.

Commercial & Negotiation Mastery: Advanced skills in structuring complex commercial frameworks, revenue-share models, volume brackets, and SLAs with C-level executives, platform founders, and key partners.

Analytical & Data-Driven Mindset: Ability to analyze market dynamics, unit economics, LTV, and CAC to steer segment growth and report on critical commercial metrics.

Resilience & Entrepreneurial Spirit: High ownership mindset, grit, and the agility to navigate ambiguity—building a strategic, high-growth business unit inside a fast-paced global company.

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).