Head of Sales, Logistics

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'll be part of a collaborative, global culture where your work directly influences the company’s strategy and growth. As a member of the Logistics Business Unit operations team, you’ll have a great opportunity to design and implement initiatives across all Brazil's market and continuously enhance customer online and offline experience thru our product and operations. The Logistic's BU helps individuals and businesses to solve their daily challenges of moving goods, making their life better everyday. This data driven role calls for a rare combination of analytical thinking & inter-personal ability to manage operations, sales and stakeholders. 99Entrega is our last mile delivery service, using cars, motos, utilitaries, vans and small trucks. Be prepared for a hectic, fast paced and challenging environment! Being a leader at this team is a unique opportunity to help build and grow a solid business inside 99 almost from scratch, leaving your own stamp and legacy on the lives of millions of people that will be using our services frequently. Role Responsibilities: - **Drive Commercial Outcomes**: Partner with Product/Operations to ensure product solutions meet enterprise SLAs, optimize unit economics, and enhance user retention. - **Define GTM Strategy**: - Develop segmented approaches for **Key Accounts** (enterprise logistics providers), **SMBs**, and **Fleet Partners** (corporates & informal operators). - Design monetization models (e.g., commission-based, subscription) aligned with platform economics. - **Lead Revenue Execution**: - Oversee sales cycles from lead gen to close for shippers (demand) _and_ fleet acquisition/onboarding (supply). - Exceed targets for GMV, revenue, fleet capacity growth, and marketplace liquidity. - **Scale Fleet Ecosystems**: - Build partnerships with **enterprise fleets** (e.g., trucking companies) and **informal networks** (e.g., independent drivers, local cooperatives). - Develop incentive structures, trust mechanisms, and onboarding programs for diverse supply partners. - **Optimize Operations**: - Collaborate with Product to translate customer/fleet needs into platform features (e.g., API integrations, SLA tools). - Drive sales enablement: pricing strategies whithin the mandate, processes, frameworks, and CRM/analytics tooling. - **Talent & Culture**: - Hire, mentor, and lead high-performing sales teams (Key Accounts, SMB, Fleet Development). - Foster a culture of accountability, innovation, and cross-functional synergy. - **Stakeholder Alignment**: Present strategic updates to C-suite, BU leads, and investors; balance priorities across technical, business, and customer needs. Role Qualifications: - **Domain Mastery**: - 15+ years in B2B/platform sales leadership, with **5+ years in logistics, transportation, or marketplace models** (e.g., freight brokerage, gig economy platforms). - Proven success scaling teams on **two-sided networks** (balancing supply/demand growth). - **Commercial Achievements**: - Built/grown teams selling to **enterpriseclients** _and_ **SMBs**; expertise in complex, multi-stakeholder deals ($500K+ ACV). - Designed GTM playbooks for API-driven/LaaS solutions; familiarity with logistics KPIs (e.g., capacity utilization, SLA compliance). - Leveraged data/tech (e.g., CRM, analytics) to optimize sales funnels and processes. - **Leadership DNA**: - Managed 5+ person teams and big BPO staff; adept at mentoring sales directors and closing C-suite deals. - Skilled collaborator—bridges gaps between Sales, Product, Operations, and Finance. - **Technical & Strategic Acumen**: - Expertise in marketplace dynamics in order to di