Ads Sales Strategy & Operations Lead

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

#LI-Hybrid

Team Overview

About the Role

We are looking for a entrepreneurial and hands-on Ads Sales Strategy & Operations Lead to build and scale DiDi Food's Ads sales capabilities in LATAM.

In this role, you will own the end-to-end sales strategy and operating model, translating business opportunities into actionable sales initiatives and scalable execution. You will develop differentiated sales strategies for different merchant segments, build and lead a dedicated inside sales / telesales team from the ground up, and continuously improve sales productivity and conversion.

Beyond traditional sales operations, you will also explore how AI can transform the way we acquire, engage, and convert merchants, building a more efficient and scalable Ads sales engine.

This is a builder role in a lean, fast-paced environment. We are looking for someone who combines strategic thinking with strong execution capabilities — someone who can design the sales strategy, build the operating processes, engage directly with merchants, and roll up their sleeves to drive results.

Role Responsibilities

What You Will Do

A. Ads Sales Strategy & Commercial Excellence

• Develop and execute differentiated Ads sales strategies across merchant segments (KA, Mid-market, and SME), based on merchant needs, business potential, and growth opportunities.

• Design segment-specific sales approaches, commercial propositions, and engagement models — from customized pilot programs and strategic account engagement for KAs to standardized sales packages and scalable sales playbooks for SMEs.

• Partner closely with the sales team to engage merchants, identify advertising opportunities, develop commercial proposals, and drive Ads adoption and revenue growth.

• Build standardized sales processes, playbooks, training materials, and performance reporting to improve sales effectiveness and consistency.

• Continuously analyze sales performance, merchant feedback, and conversion data to identify opportunities and optimize commercial strategies.

B. Inside Sales / Telesales Build-out & Operations

• Build and scale a dedicated inside sales / telesales function from zero, establishing the team structure, operating model, and execution processes.

• Design and optimize the end-to-end sales funnel, covering lead generation, merchant qualification, outbound outreach, sales conversion, onboarding, and follow-up.

• Define sales scripts, engagement strategies, productivity standards, KPIs, and incentive mechanisms to drive team performance.

• Lead day-to-day sales operations, monitor performance metrics, coach sales representatives, and continuously improve conversion rates and sales productivity.

• Establish a scalable operating rhythm, including performance reviews, pipeline tracking, reporting, and execution mechanisms.

C. AI-powered Sales Transformation

• Identify opportunities to leverage AI across the Ads sales lifecycle, from merchant identification and lead qualification to outreach, sales engagement, follow-up, and reporting.

• Partner with Product, Data, and Engineering teams to translate sales needs into scalable AI-powered tools and solutions.

• Experiment with AI-driven BD approaches, including AI-assisted merchant outreach, personalized sales recommendations, and automated sales workflows.

• Drive pilots, evaluate business impact, and scale successful solutions to improve sales efficiency, merchant coverage, and revenue per sales representative.

Role Qualifications

What We Are Looking For

Experience & Professional Background

• 7+ years of experience in sales, commercial strategy, sales operations, business development, or related fields.

• Proven hands-on experience in inside sales, telesales, or outbound B2B sales, ideally involving SME / SMB merchant acquisition.

• Experience building or scaling sales teams, channels, or operating models from the ground up.

• Strong commercial acumen, with the ability to translate business opportunities into differentiated sales strategies and actionable execution plans.

• Experience in digital advertising, AdTech, food delivery, e-commerce, marketplaces, or fintech is highly preferred.

• Experience with CRM systems, sales automation, AI tools, or AI-driven business development is a strong plus.

Core Capabilities

• Strategic & Analytical Thinking: Ability to understand merchant needs, identify commercial opportunities, segment customers, and develop effective sales strategies.

• Hands-on Execution: Comfortable getting into the details of sales operations — from designing sales scripts and reviewing call performance to managing pipelines and coaching sales representatives.

• Builder Mindset: Proven ability to build processes, teams, and capabilities from zero to one in ambiguous and fast-changing environments.

• Data-driven: Strong analytical skills with the ability to use data and KPIs to diagnose problems, optimize conversion, and improve sales productivity.

• Technology & AI Orientation: Curious about emerging technologies and capable of identifying practical opportunities to leverage AI and automation in sales.

• Leadership & Collaboration: Strong communication and stakeholder management skills, with the ability to influence cross-functional teams and drive results through others.

Language & Location

• Based in Mexico City.

• Native or near-native Spanish and English proficiency.

Mindset & Personal Attributes

• Highly entrepreneurial, proactive, and comfortable operating with a high degree of ownership.

• Fast-paced, action-oriented, and able to move quickly from strategy to execution.

• A self-starter who thrives in lean teams and ambiguous environments.

• Equally comfortable thinking strategically, solving operational problems, and getting hands-on to make things happen.

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