Job Description

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

Take ownership of the overall targets of the SDR team and be responsible for daily team management, lead follow-up, opportunity generation and team development. Lead the team to efficiently engage potential customers and generate qualified sales opportunities, continuously improving lead management efficiency and opportunity quality while building a scalable SDR operating model.

Role Responsibilities

Performance Management & Target Achievement: Take ownership of the SDR team's targets, break them down to individual members and develop daily/weekly follow-up plans. Track team and individual performance, adjust strategies in a timely manner and ensure achievement of key targets including lead outreach, meaningful conversations and opportunity conversion.

Team Management & Daily Operations: Manage the daily operations, attendance and performance reviews of SDR team members. Lead daily morning and evening meetings, share business updates and communication best practices, and support team members in resolving key challenges in customer outreach, needs discovery and lead follow-up.

Lead Management & Conversion: Manage lead allocation, follow-up and reactivation. Coach team members on lead qualification, customer needs discovery and intent identification, with a focus on high-potential prospects. Regularly identify challenges in lead follow-up and develop improvement actions to increase effective contact and opportunity conversion rates.

Team Coaching & Skill Development: Provide targeted coaching on telephone communication, sales scripts, needs discovery and objection handling based on individual development needs. Identify and share best practices within the team to continuously improve SDR and opportunity generation capabilities.

Data Review & Collaboration: Track and analyze key SDR metrics on a daily and weekly basis, including outreach volume, meaningful conversation rate and opportunity conversion rate. Conduct regular performance reviews and collaborate with relevant sales and support teams to continuously improve lead quality, opportunity handoff and downstream conversion processes.

Role Qualifications

Educational Background: College degree or above; no major restrictions. Marketing-related majors are preferred.

Language Proficiency: Fluent Portuguese listening, speaking, reading and writing skills, with excellent telephone communication, presentation and negotiation capabilities. Basic English proficiency is a plus.

Work Experience: More than 3 years of experience in SDR, telesales or Inside Sales, including experience managing a B2B SDR team. Experience in SDR management within SaaS, food service or retail industries is preferred. Familiarity with the Brazilian market and customer acquisition practices, with a strong individual track record in SDR or sales performance.

Core Competencies: Strong goal orientation with solid team management, process management and coaching capabilities. Familiar with SDR lead follow-up, needs discovery and opportunity qualification processes. Strong telephone communication, sales script optimization and objection-handling skills, with basic data analysis and problem-solving capabilities.

Other Requirements: Able to work effectively in a fast-paced and target-driven SDR environment. Strong team leadership and cross-functional collaboration skills, willingness to develop long-term in the Brazilian market, and alignment with the company's culture.

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