About the Role
Are you a master of the "win-win-win" scenario? As the
Sales Manager for New Verticals, you will lead the most creative and strategic frontier of Uber for Business in Brazil. This role focuses on
B2B2C strategies, Incentives, and Channel Partnerships, moving beyond traditional corporate travel into the world of customer loyalty, employee benefits, and strategic alliances.
You will lead a specialized team of
5 Account Executives responsible for both
New Business (acquisition) and
Growth (expansion) within this high-potential ecosystem. You will be at the intersection of mobility, retail, and fintech, redefining how Brazilian brands reward their customers and employees.
Key Areas of Focus
- Incentives & Loyalty: Partner with major banks, retailers, and consumer brands to integrate Uber (Rides & Eats) into their loyalty programs and customer incentive structures.
- B2B2C Strategy: Develop programs where Uber is the "benefit" provided by our partners to their end-users (e.g., insurance companies providing Uber vouchers for car repairs).
- Channel Partnerships: Identify and scale indirect sales channels, working with brokers, agencies, and tech platforms to expand U4B's reach.
- Hybrid Portfolio: Unlike traditional sales roles, you will balance hunting for new strategic partners while scaling the volume and "wallet share" of existing high-impact accounts.
Who You Are
Loyalty & Benefits Expert: You have deep roots in the Brazilian Loyalty (Fidelidade) and Benefits (Benefícios) landscape. You understand the players, the economics, and the tech behind it.
Partnership Strategist: You don't just sell a product; you design a partnership. You are comfortable with complex "indirect" revenue models.
Balanced Leader: You have managed teams that handle both the thrill of the initial "close" and the rigor of account growth/optimization.
Networked: You likely have existing relationships within major Brazilian banks, insurers, and retail groups.
What the Candidate Will Do
Lead a Specialized Team: Direct 5 experienced AEs, providing tactical guidance on complex partnership structures and long-term relationship management.
Vertical Architecture: Define the "Go-to-Market" strategy for the Incentives and Benefits landscape in Brazil-a market with unique tax and cultural nuances.
Revenue Ownership: Responsible for the full P&L of the New Verticals segment, balancing immediate revenue with long-term platform stickiness.
Innovation & Co-Creation: Work with partners to build "first-of-its-kind" programs that leverage Uber's API and Voucher technology to solve business challenges.
Basic Qualifications
- Sales Leadership: 7+ years of experience in B2B Sales or Business Development, with at least 2+ years of experience directly leading a sales or partnerships team.
- Segment Expertise: Proven track record in the Brazilian Loyalty (Fidelidade), Benefits, or Fintech landscape (e.g., experience with vouchers, points systems, or corporate rewards).
- Portfolio Management: Experience managing a "hybrid" desk-simultaneously overseeing New Business acquisition (hunting) and Account Growth/Expansion (farming).
- Language: Fluency in Portuguese and English is required for global stakeholder alignment and reporting.
- Systems: Proficiency in Salesforce (or similar CRM) to manage complex, multi-layered partnership pipelines.
Preferred Qualifications
- B2B2C & Channel Strategy: Demonstrated experience building channel partner programs or B2B2C go-to-market strategies where the end-user is not the direct purchaser.
- Incentives Deep-Dive: Deep understanding of the Brazilian tax landscape regarding benefits (e.g., PAT - Programa de Alimentação do Trabalhador) and how it impacts corporate incentive structures.
- Product Fluency: Experience working with APIs or technical integrations-you understand how to talk to a partner's Product/Engineering team to embed Uber Vouchers or Rides into their app.
- Negotiation Prowess: Experience negotiating Joint Business Plans (JBPs) or complex revenue-share agreements with Tier 1 banks, insurers, or retailers in Brazil.
- Analytical Rigor: Ability to use data to prove the ROI of an incentive program (e.g., "Implementing Uber Vouchers increased the partner's NPS by X%").
- Network: An active "Rolodex" of contacts within major Brazilian loyalty players (e.g., Livelo, Esfera, Smiles) or the "Big 4" benefit providers.
