Job Locations BR-SP-Sao Paulo | BR-Rio de Janeiro

ID 2026-18203

Category

Operations & Strategy - Food

Employee Class

Regular

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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We are seeking a strategic and influential Key Account Operations Manager to join our regional team. In this high-impact role, you will be the central architect responsible for the end-to-end value management of our most strategic merchant partners. You will design the frameworks, build the tools, and provide the strategic guidance that empowers our frontline teams to secure, grow, and deepen relationships with top-tier merchants. Your work will be critical in building a sustainable competitive advantage and a thriving platform ecosystem.

• 1. Key Account Acquisition Strategy & Framework Design


• Portfolio & Pipeline Strategy: Establish and maintain a regional pipeline of high-potential strategic merchants. Develop tiered management frameworks to ensure resources are focused on the highest-value opportunities.


• Deal Design & Process Architecture: Lead the design and standardization of key account acquisition processes (SOPs), including specialized contract frameworks and commercial terms that balance growth with risk management.


• Deal Enablement: Develop and provide the frontline BD team with a powerful enablement toolkit, including standardized partnership proposal templates, key negotiation term libraries, and financial modeling tools tailored for different merchant tiers.


• Deal Flow Management & Support: Monitor critical milestones in the strategic deal pipeline, identify and resolve bottlenecks, and provide strategic guidance to BD teams on complex negotiation points.


• 2. Strategic Merchant Growth & Enablement


• Co-owned Growth Planning: Take ownership of the joint business planning process with strategic merchants, including marketing budget strategy, promotional planning, and resource allocation to drive mutual growth.


• Strategic Advocacy & Problem Resolution: Act as the primary internal advocate and consultant for key accounts. Proactively secure platform resources, flagship campaign placements, and orchestrate cross-functional teams to resolve high-priority operational issues.


• 3. Ecosystem Development & Strategic Influence


• Platform-Merchant Ecosystem Build: Serve as the key bridge between strategic merchants and internal platform resources. Design and execute initiatives—such as exclusive online/offline events, industry forums, and co-branded projects—that strengthen partnership loyalty and enhance the platform's market influence through these flagship relationships.

• Bachelor's degree or above in Marketing, Business Management, Economics, or a related field.


• Minimum 3 years of experience in Key Account Management (KAM), Strategic Partnerships, or high-touch merchant operations within an internet platform, brand-side role, or premium service sector. Proven experience in taking large, complex partnership projects from 0 to 1 is highly preferred.


• Demonstrated success in managing and growing strategic client relationships, with a track record of managing annual contract values (ACV) exceeding a million units of currency being a significant advantage.


• Strong commercial acumen with experience in partnership deal structuring, contract negotiation, and joint business planning.


• Proficiency in using data analytics tools to diagnose merchant performance and formulate precise, data-informed operational strategies. Working knowledge of SQL for data querying is a must-have


• Exceptional stakeholder management, communication, and project leadership skills, with the ability to influence both internal teams and external senior partners.


• Full professional proficiency in English is required. Proficiency in the local regional language is a strong plus.

• 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

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