This role is part of our Commercial team, responsible for driving 99food growth by acquiring new restaurants and expanding our presence in key neighborhoods across São Paulo.

BDRs at 99food are not just sellers — they are the face of our brand, spending time in the field, talking to restaurant owners, understanding their pain points, and demonstrating how 99food can transform their operations.

The Commercial team operates at a fast pace, combining data-driven targeting with hands-on relationship building. We collaborate closely with Sales Operations and Product to ensure we reach the right restaurants with the right message, and deliver an onboarding experience that feels effortless.

The ideal candidate thrives in dynamic environments, enjoys being out in the field, and brings high energy, communication excellence, and a strong sense of ownership to every interaction.

• Performance Driving and Goal Achievement：Take ownership of the city’s sales targets assigned by the region, develop city-level sales plans and expansion strategies, and lead the team to achieve key metrics such as contracts signed and revenue.Focus on local F&B merchants (full-service restaurants, quick-service restaurants, coffee shops, etc.) and drive market penetration.


• Team Management and Enablement：Responsible for process management, daily management, coaching, and skill training of the city sales team; oversee the execution of sales processes and help team members resolve key issues in customer acquisition and negotiations.Establish team KPI and incentive mechanisms to motivate members and enhance overall team performance.


• Local Market Operations and Customer Management：Conduct in-depth research on the local F&B market, including industry trends, customer needs, and competitor dynamics, and optimize localized sales strategies.Maintain key accounts, drive customer retention, repeat purchases, and upselling, and build local benchmark cases.


• Cross-Department Collaboration：Coordinate with regional and headquarters teams such as sales support, training, and product; share business progress and requirements, and align resources to resolve customer service and product adaptation issues.Support the region in market research, strategy iteration, and process optimization.


• Business Review and Optimization：Conduct regular business reviews with the city team, analyze performance gaps and root causes, and propose improvement plans.Document local sales best practices and methodologies to support the region in building scalable operation models.

• Education: College degree or above; major is not limited.


• Language Skills: Capable of independently conducting full-cycle business communication and negotiations with local merchants.Preferred: proficiency in English and Portuguese.


• Work Experience: 5+ years of B2B sales experience, with at least 3 years in the F&B/retail SaaS industry.3+ year of sales team management experience.


• Familiarity with the local business environment and F&B ecosystem in the assigned Brazilian city. Preferred: existing local merchant resources.


• Core Competencies: Strong goal orientation; excellent team management, customer acquisition, and negotiation skills.Ability to quickly adapt to local market changes and develop targeted sales strategies. Strong data analysis and business review capabilities to drive continuous team performance improvement.


• Other Requirements: Ability to work under pressure and adapt to short-term travel within the city and surrounding areas.Strong team player mindset; willingness to long-term develop the local market and alignment with company culture.