B2B Sales RevOps Manager

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.

Team Overview

We are looking for a Sales Revenue Operations Manager to be the strategic and operational engine behind our sales machine for the B2B 99 Para Empresas.You will be responsible for eliminating friction in the commercial process, ensuring data integrity, managing our sales tech stack, and roviding predictive analytics leveraging AI-driven insights to guide leadership decision-making and accelerate company growth.

Role Responsibilities

•  Strategy & Forecasting: Collaborate with the Commercial Planning Manager on the weekly/monthly/quarterly sales forecasting process, ensuring high accuracy in the numbers reported to executive leadership.
• Process & Pipeline Management: Map, audit, and optimize the sales funnel, identifying bottlenecks and implementing continuous improvements throughout the customer journey.
• Data Governance & KPIs: Define, monitor, and analyze key sales metrics (Sales Forecast Accuracy, Win Rate, Sales Cycle, Rep Productivity, etc.), ensuring the CRM remains the "single source of truth."
• Sales Tech Stack Architecture: Manage and optimize the CRM (HubSpot) and connected tools, ensuring full team adoption and efficient integrations..
• Alignment & Enablement: Act as a bridge between Sales, Marketing, Finance, and CS, while ensuring the commercial team is well-trained on approved processes and tools.
• AI & Sales Automation: Leverage Artificial Intelligence and machine learning tools to optimize lead scoring, automate routine operational tasks, and extract insights from customer interactions (e.g., conversation intelligence) to improve win rates.

Role Qualifications

• Proven experience in Sales Operations, Revenue Operations, or Commercial Business Intelligence.
• Previous experience in leadership roles or managing complex projects within a commercial environment.
• Advanced expertise and administration experience with major CRMs (Salesforce or HubSpot).
• Strong analytical skills with a experience with Advanced Excel, PowerBI, Tableau or Looker/DataStudio
• Hands-on experience implementing or managing AI tools applied to sales/RevOps (e.g., predictive forecasting, conversational intelligence like Gong/Chorus, generative AI for sales enablement, or AI copilots within HubSpot/Salesforce).
• Excellent communication skills to translate complex data into actionable recommendations for leadership.
• Experience in with B2B SaaS Sales Ops/ RevOps will be a differential.
• Proficiency in both English and Mandarin 

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 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.