Job Summary: Represent 99 in the field, driving growth by acquiring restaurants and building trust with owners and managers. Key Highlights: 1. Field work, building relationships with restaurant owners. 2. Prospecting, negotiating, and closing new clients for the platform. 3. Collaborating with internal teams to optimize commercial strategies. Company Overview: If, for you, technology exists to improve life’s journey, it does for our team too: Your Journey, Our Path. We believe in technology that connects talented people doing meaningful work—and that embraces diversity to create and share even the paths we (still!) don’t yet know. We work to generate value—not only for our users, but especially for the communities we serve and society as a whole—improving people’s lives with services that simplify daily routines—whether through mobility and delivery services (99) or digital payments (99Pay). To simplify life for millions of people every day, since 2018 we’ve been part of DiDi Global Inc., the world’s largest ride-hailing and transportation technology platform. We pioneered innovative solutions born in Brazil and scaled globally to generate positive impact across more than 12 countries where DiDi operates. These innovations span sustainability, safety, artificial intelligence, financial markets, and beyond. Whether building projects from scratch or refining our existing solutions, we embrace challenges that give us butterflies—and that’s why we operate at a fast pace, grounded in respect, collaboration, and good humor. On this journey, we also grow stronger through diverse experiences and perspectives—learning together, failing fast, learning, and adjusting our path to build solutions that deliver even better outcomes. #LI-Hybrid Team Overview: This position is part of our Commercial team, responsible for driving 99’s growth by acquiring new restaurants and expanding our presence across strategic neighborhoods in São Paulo. 99’s BDRs are not just salespeople—they’re the face of our brand. They’re in the field, speaking with restaurant owners, understanding their pain points, and demonstrating how 99 can transform their operations. The Commercial team operates at a fast pace, combining data-driven direction with hands-on relationship building. We partner closely with Sales Operations and Product to ensure we approach the right restaurants, with the right message, and deliver a simple, efficient onboarding experience. The ideal candidate thrives in dynamic environments, enjoys being in the field, and brings high energy, excellent communication skills, and a strong sense of responsibility to every interaction. Role Responsibilities: * Represent our business in the field—visiting restaurants, presenting our solution, and building trust with owners and managers. * Lead the end-to-end sales process—from lead prospecting (using lists and active outreach) to presentation, negotiation, and closing new clients. * Execute daily sales routes across São Paulo, maintaining discipline in prospecting, follow-ups, and pipeline management. * Identify opportunities across different neighborhoods—mapping potential clients and organically capturing new leads. * Communicate clearly and persuasively, adapting your approach to different restaurant profiles and needs. * Keep the CRM pipeline organized—recording activities, updating statuses, and ensuring data accuracy. * Collaborate with Sales Ops to refine lead lists, improve segmentation, and optimize field strategies. * Bring field insights to support product improvements, onboarding enhancements, and updates to the commercial playbook. * Achieve weekly and monthly acquisition targets—demonstrating resilience, consistency, and a high-performance mindset. * Represent 99 professionally, enthusiastically, and with deep knowledge of our value proposition. Role Qualifications: * 3+ years of experience in field sales, outbound sales, inside sales, or commercial roles. * Experience selling B2B to small or medium-sized businesses is a strong plus—ideally restaurants, retail, or service industries. * Excellent communication skills, with confidence to proactively engage business owners. * Ability to execute structured sales routines, plan routes, and maintain daily execution discipline. * Intermediate English proficiency for use in tools, training materials, and internal communications. * Familiarity with CRM tools such as HubSpot, Pipedrive, RD Station, or similar platforms. * High energy, resilience, and strong interpersonal skills—comfortable with rejection and able to sustain pace and motivation. * Proactive profile with autonomy to work independently while staying aligned with team goals. * Must reside in São Paulo, with availability to work primarily in the field—visiting prospects daily. * Passion for helping restaurants adopt technology and seeing firsthand the impact of your work. EEO Statement: * We Create Value for Users—We exist to do what’s best for our users and innovate to stay ahead. We seek balance among experience, efficiency, and growth—with safety always our top priority. * We Are Data-Driven—We believe in data-guided decision-making. Through numbers, we navigate our business strategically. * We Are Owners & Results-Focused—We go beyond personal interests to focus on what’s best for DiDi. We always deliver on our promises and pursue excellence in execution—setting a high bar and giving our absolute best in everything we do. * We Always Build Together—Together, we are stronger. We keep open minds and row with respect, empathy, and trust in one another. We listen to everyone before making decisions—and once decided, we deliver collectively, even if we disagree. * We Are Integrous—Integrity is our foundation—the line we never cross. We communicate honestly and transparently, and listen to all voices to always do what’s right. * We Develop Each Other—Our growth comes from constantly stepping outside our comfort zones. We embrace challenges, surpass ourselves, and strive for excellence in everything we do. From day one, we develop ourselves and help those around us grow too—raising our collective bar. * We Work with Passion & Fun—We are deeply passionate about what we do. We maintain a light, optimistic spirit, infecting our environment with positive energy. We are resilient, unafraid of challenges, and always celebrate our successes. * We Live Diversity—For us, the heart of diversity is inclusion, equality, and respect. We believe diversity fosters a more creative and energetic environment—so we celebrate differences, and here, everyone can be who they truly are. **Diversity and Inclusion** Diversity is not a vision of the future or a wish for something we hope to achieve someday—it is a non-negotiable value of who we are today. We live inclusion, plurality, and respect—and to do so, we rely on governance from our Diversity Committee, which works alongside HR, our leadership, and identity groups—99Adapta, 99Afro, 99Cores, 99Mulheres, and 99Famílias. This is our written journey—one still full of miles to travel. I acknowledge that, prior to submitting this application, I have read and accepted the Candidate Privacy Notice, available at https://careers.didiglobal.com/terms
João Silva
Indeed · HR
João Silva
Indeed · HR
