SDR CKA Clients

99; São Paulo; On-site; BRL 60,000 - 100,000; Full time

Job summary

99 is seeking a motivated Sales Development role in Brazil to drive high-velocity outbound reach and qualify enterprise logistics opportunities. You will engage decision-makers, craft compelling messages, and hand off qualified SQLs to account executives to fuel growth across Brazil.

You will work closely with Senior Hunters and Market Planning, using CRM tools to track progress and optimize outreach, while embracing a fast-paced, collaborative culture with a focus on learning and growth.

Qualifications

• Experience with multi-channel B2B outreach and lead qualification.
• Strong verbal and written communication skills.
• Proactive, coachable with team spirit and resilience.

Responsibilities

• Drive High-Velocity Outbound Cadences across Brazil.
• Diagnose Pains & Qualify Opportunities in logistics.
• Deliver High-Quality SQLs with structured CRM handoffs.
• Safeguard Pipeline Health by re-engaging no-shows.
• Feed market intelligence to Planning team weekly.

Skills

Commercial ambition

Communication skills

Grit & resilience

CRM familiarity

Logistics curiosity

Coachability

Tools

HubSpot

Salesforce

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, global culture where your ability to spark conversations and uncover real business opportunities directly fuels our market expansion across Brazil. As part of the Logistics Business Unit sales engine, you will be the frontline force scaling 99Entrega—our fast-growing last-mile delivery ecosystem.

This role serves as the foundation of our commercial acquisition pipeline and the primary entry gate to a long-term sales career within 99. Working closely with our Senior Key Account Hunters and Market Planning teams, you will specialize in pipeline generation: taking ownership of high-volume outbound cadences, engaging decision-makers from enriched ICP lists, diagnosing logistics pains using structured qualification frameworks (such as BANT), and delivering high-context Sales Qualified Leads (SQLs) that our Hunters can convert into enterprise wins.

In this role, you’ll be…

• Drive High-Velocity Outbound Cadences: Execute multi-channel outreach sequences (cold calling, targeted emails, and LinkedIn touchpoints) focused on medium and enterprise logistics accounts across Brazil.
• Diagnose Pains & Qualify Opportunities: Conduct sharp discovery conversations with logistics, supply chain, and procurement leaders to uncover delivery bottlenecks (costs, SLAs, coverage, tracking) and validate volume fit and decision timelines.
• Deliver High-Quality Sales Handoffs (SQLs): Schedule qualified meetings directly on Key Account Hunters’ calendars, accompanied by structured handover briefings in the CRM so the closing team never starts from scratch.
• Safeguard Pipeline Health & Conversion: Manage pre-meeting confirmations to secure strong show-up rates, actively re-engage no-shows, and route non-ready accounts into automated nurturing tracks.
• Feed Strategic Market Intelligence: Capture prospect feedback, competitor moves, and ICP response patterns to refine outreach messaging and provide actionable weekly inputs to the Planning team.

We’re eager to be in touch because you have…

• Drive to Launch a B2B Sales Career: Strong commercial ambition, personal motivation, and a clear goal to master modern B2B sales development fundamentals.
• Exceptional Communication & Active Listening: Articulate verbal and written communication with the ability to ask insightful questions, establish rapport quickly, and navigate objections over phone calls and messaging channels.
• Grit, Resilience & Routine Discipline: High adaptability, mental toughness to manage rejection constructively, and the organizational consistency required to hit high-volume daily activity targets.
• Process & Technology Affinity: Familiarity with CRM systems (HubSpot or Salesforce), sales intelligence platforms, and outreach cadences, supported by strong data hygiene habits.
• Curiosity for Logistics & Operations: Fast learner with genuine curiosity about supply chain dynamics and interest in AI-enabled sales productivity tools.
• Coachability & Team Spirit: High openness to receiving constructive feedback, participating actively in call‑coaching sessions, and collaborating closely with account executives to win accounts together.

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).