Senior Manager, Commercial Planning & Sales Operations

Sao Paulo - Brazil

We are looking for a data-driven Senior Manager to lead Commercial Planning & Sales Operations for our Brazil business. This role owns the commercial planning cycle, sales performance management, and the operating cadence that turns strategy into execution. You will be the analytical and operational backbone of the commercial organization — designing targets, building the forecast, optimizing territory and incentive structures, and giving leadership a clear line of sight into what is working and what is not.

In this role, you'll be...

• Commercial Planning & Forecasting

• Own the annual and quarterly commercial planning process: market sizing, target setting, quota allocation, and territory design.

• Build and maintain the sales forecast; run monthly/quarterly forecast reviews with sales leadership and drive accuracy improvements.

• Translate top-line business goals into bottoms-up, defensible commercial plans by segment, region, and channel.

• Sales Operations & Execution

• Design and manage the sales operating rhythm (pipeline reviews, funnel management, weekly business reviews).

• Own CRM data integrity, sales process definition, and workflow optimization end to end.

• Define and manage sales incentive/commission plans in partnership with Finance and HR; ensure they drive the right behaviors.

• Performance Management & Analytics

• Build dashboards and KPI frameworks (pipeline health, conversion, win rate, productivity, attainment) and deliver actionable insights to leadership.

• Identify performance gaps and revenue leakage; recommend and implement corrective actions.

• Run scenario and ROI analysis to support pricing, resource allocation, and go-to-market decisions.

• Cross-functional Leadership

• Act as the bridge between Sales, Finance, Marketing, and Operations to align planning assumptions and execution.

• Lead commercial tooling and process improvement initiatives; drive automation and scalability.

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

• 5+ years of experience in commercial planning, sales operations, revenue operations, or a related field, with 2+ years in a managerial/leadership role.
• Proven track record owning forecasting, quota/territory design, and sales performance management in a high-growth or competitive market.
• Strong quantitative and analytical skills; expert in Excel/Google Sheets and comfortable with BI tools (Tableau, Power BI, Looker, or equivalent) and CRM systems (Salesforce or similar).
• Fluent in Portuguese and English (working proficiency in both is essential; Spanish is a plus).
• Deep understanding of the Brazilian commercial and market environment.
• Excellent stakeholder management — able to influence senior leaders and align cross-functional teams.

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 intentions are sincere, we speak our minds and listen to each other.

Growth We always strive to do better. That means venturing beyond our comfort zones, learning from our mistakes, and helping each other grow.

Diversity and Inclusion Diversity is one of our biggest strengths. Our differences are what make us distinct. We respect each other and believe in equal opportunities for all.

Diversity & Inclusion Diversity is not a vision of the future or something we wish to have one day, it is a non-negotiable value of who we are.

We practice inclusion, plurality, and respect. And we count on the governance of the Diversity Committee, which works together with HR, leadership and identity groups - 99Adapta, 99Afro, 99Cores, 99Mulheres, and 99Mamães. This part of our journey has been written, there remains a long road before us.

We reinforce that this position is open to everyone, including pregnant people and people with disabilities (PwD).