B2B Commercial Planning Senior Manager

Company Overview

DiDi Global Inc. is the world’s leading mobility technology platform. It offers a wide range of app-based services across markets including Asia-Pacific, Latin America and Africa, including ride hailing, taxi hailing, chauffeur, hitch and other forms of shared mobility as well as auto solutions, food delivery, intra-city freight, and financial services.

DiDi provides car owners, drivers, and delivery partners with flexible work and income opportunities. It is committed to collaborating with policymakers, the taxi industry, the automobile industry and the communities to solve the world’s transportation, environmental and employment challenges through the use of AI technology and localized smart transportation innovations. DiDi strives to create better life experiences and greater social value, by building a safe, inclusive and sustainable transportation and local services ecosystem for cities of the future.

For more information, please visit: www.didiglobal.com/news

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Team Overview

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.

Role Responsibilities

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.

Role Qualifications

• 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.

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.

We are committed to building inclusive and diverse teams.

At DiDi, we believe that our differences are our biggest source of strength. That‘s why we are committed to promoting equal opportunities to all candidates and employees as an Equal Opportunity Employer.

Employment and advancement decisions at DiDi are always made based on the needs of the position and the qualifications of the candidate. We do not discriminate against any employee or applicant based on their gender, age, sexual orientation, nationality, marital status, pregnancy/maternity, disability, race, religion and beliefs, or any other status protected by applicable laws wherever we operate.

We are committed to building inclusive and diverse teams, and a workplace that is free from discrimination and harassment, because that’s how we create better products and services, make better decisions and better serve the communities we’re a part of.

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