Senior Key Account Sales Executive – New Business Hunter (99Entrega)

Company Overview

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.

#LI-Hybrid

Team Overview

From day one, you will join a high-energy, global culture where your ability to open doors and close big deals directly drives our market expansion across Brazil. As part of the Logistics Business Unit sales team, you will focus on scaling 99Entrega—our fast-growing last-mile delivery ecosystem.

This role demands a pure Hunter mindset. Being a sales leader in this team is a unique opportunity to build and grow a high-impact business inside 99, taking total ownership of outbound prospecting, navigating complex B2B buying centers, and winning high-volume medium and enterprise accounts from scratch.

 

Role Responsibilities

• Drive Outbound Pipeline: Proactively map, target, and prospect medium and enterprise-level businesses across key industries in Brazil.

• Lead Complex End-to-End Sales: Own the full acquisition lifecycle—from initial outreach, executive pitching, and RFP processes to contract execution.

• Structure & Negotiate Deals: Pitch tailored last-mile solutions and negotiate complex commercial agreements (pricing strategies, SLAs, volume commitments) with procurement heads and C-level executives.

• Collaborate for Win-Win Solutions: Partner closely with internal Operations, Product, and Pricing teams to design competitive proposals that win new clients while securing solid business margins.

• Leverage Market Intelligence: Capture real-time market data and competitive moves during prospect interactions to refine our value proposition, positioning, and market tactics.

Role Qualifications

• A Proven B2B Hunter Track Record: Solid experience in acquiring medium and large enterprise accounts, ideally within logistics, supply chain, tech platforms, or fast-paced B2B sectors.
• Executive-Level Presence: Demonstrated ability to navigate complex organizational structures and build trust with C-level stakeholders, Supply Chain Directors, and Procurement leaders.
• Mastery over Complex Sales: Hands-on experience leading long-cycle B2B deals, RFPs, and high-stakes commercial negotiations from cold contact to signature.
• Analytical & Commercial Acumen: Ability to analyze logistics data, construct volume-based pricing models, and articulate clear ROI to business prospects.
• Resilience & Drive: A strong results-oriented mindset with high self-drive, grit, and adaptability to excel in a dynamic, target-driven environment.
• Tool Proficiency: Strong discipline using CRM platforms for pipeline management and forecasting, along with familiarity with BI tools to generate insights

EEO Statement

• We create customer 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.
• We believe in 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.
• We always strive to do better. That means venturing beyond our comfort zones, learning from our mistakes, and helping each other grow.
• We believe in Diversity and Inclusion – Diversity is one of our biggest strengths. Our differences are what makes us distinct. We respect each other and believe in equal opportunities for all.

Diversity & Inclusion

Diversity is not a future vision or a wish for something we want someday; it is a non-negotiable value of who we are today.

 

We embrace inclusion, plurality, and respect, and to achieve this, we rely on the governance of the Diversity Committee, which works alongside HR, our leadership, and identity groups—99Adapta, 99Afro, 99Colors, 99Womem, and 99Familys.

 

This is our ongoing journey, with much more still to come.

  We reinforce that this position is open to everyone, including pregnant people and people with disabilities (PwD).  I acknowledge that prior to submitting this application, I have read and accepted the Privacy Notice for Candidates which is available on https://careers.didiglobal.com/terms