BizDev Manager (Leads Management & Strategy)

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 strategic vision, lead funnel architecture, and analytical leadership directly drive user acquisition across Brazil. As a BizDev Manager within the Logistics Business Unit, your primary mission will be scaling 99Entrega acquisition across the Small & Medium Business (SMB) ecosystem.

In this role, you will lead Leads Management, Funnel Intelligence, and Strategic Growth Planning, orchestrating how SMB prospects are captured, segmented, and routed through digital-assisted funnels. We are looking for a data-driven commercial leader who thrives in a fast-paced environment—capable of bridging business goals with technical execution, identifying untapped market opportunities, mapping operational bottlenecks, and designing high-converting acquisition engines.

In this role, you'll be...

• Lead Inbound & Outbound Acquisition Strategy: Define, execute, and scale end-to-end SMB lead acquisition strategies, prioritizing high-value lead segments to maximize pipeline velocity and conversion.
• Bridge Business Needs & Commercial Operations: Act as the strategic partner to Business, Growth, and Product teams, translating high-level business goals into tactical commercial initiatives and scalable growth loops.
• Own Performance Analytics & Funnel Governance: Build and oversee performance dashboards, tracking lead velocity, unit economics,, and stage-by-stage funnel conversion to provide actionable executive insights.
• Lead Friction Mapping & Solution Design: Proactively diagnose bottlenecks in the acquisition funnel, design data-backed interventions, and streamline lead handoffs between automated flows and Inside Sales teams.
• Design Digital & Human Routing Architecture: Partner with CRM and Sales coordinators to define routing rules, differentiating 100% self-serve digital journeys from high-touch Assisted Sales queues based on lead quality.

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

• Proven Track Record in Commercial Strategy / BizDev: Solid experience in Lead Management, Business Development, or Commercial Planning—preferably within tech platforms, logistics, delivery apps, or high-growth B2B marketplaces.
• Deep Expertise in SMB Funnel Mechanics: Demonstrated experience managing high-velocity lead pipelines, cohort analyses, and multi-channel acquisition workflows at scale.
• Strong Analytical & Problem-Solving Acumen: Proficiency in building BI dashboards, synthesizing funnel performance metrics, and transforming raw operational data into strategic action plans.
• Stakeholder Management & Strategic Influence: Exceptional ability to align cross-functional peers (Product, Marketing, Operations, and Sales) around shared commercial objectives.
• Tech & Growth Stack Fluency: Familiarity with CRM systems, workflow automation tools, and analytics platforms

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 intention