Aurum Software

• Liderar a squad de Aquisição, garantindo que o time opere de forma estratégica. • Construir e acompanhar a estratégia de aquisição de novos clientes e trials. • Conectar todos os canais do time — mídia paga, CRM, e-mail, copy. • Garantir que as pessoas do time se desenvolvam e tenham autonomia. • Conduzir 1:1s recorrentes com cada pessoa do time, acompanhando desenvolvimento, bem-estar e desafios. • Apoiar o crescimento profissional das pessoas lideradas. • Criar e monitorar o forecast de metas, resultado e investimento da área. • Acompanhar métricas de receita e performance. • Puxar as cerimônias de planejamento estratégico semanal do time de marketing.

• Desenvolver, manter e otimizar pipelines e infraestruturas de dados. • Assegurar a qualidade, integridade, segurança e escalabilidade dos dados. • Colaborar com equipes de engenharia, analytics, produto e negócio. • Implementar e manter boas práticas de governança, catalogação e gerenciamento de dados. • Monitorar e otimizar o desempenho de processos de ingestão, transformação e armazenamento de dados. • Apoiar a definição e manutenção de modelos de dados que atendam às necessidades analíticas e operacionais.

• Ensure the quality, organization and reliability of the data used by Marketing and Sales. • Administer and evolve the CRM, automations, integrations and tools that support the revenue operation, including migration, implementation and governance projects. • Map, document and improve processes throughout the customer journey, from demand generation to retention and expansion. • Build dashboards, reports and analyses that support leadership decision-making. • Identify conversion, productivity, activation and retention bottlenecks and propose data-driven solutions. • Support the definition, monitoring and evolution of key Sales & Marketing metrics. • Create automations that reduce operational tasks and increase team efficiency. • Develop commercial prioritization models, deal distribution logic and lead scoring. • Connect marketing, sales, product and customer experience data to generate more comprehensive business analyses. • Explore practical applications of AI to increase productivity, automate processes and improve the quality of analyses.

• Realizar o primeiro contato com leads inbound gerados pelas ações de marketing, garantindo agilidade no tempo de resposta. • Executar prospecção ativa (outbound) via telefone, e-mail, LinkedIn e WhatsApp, seguindo cadências previamente definidas. • Pesquisar e mapear escritórios de advocacia e departamentos jurídicos corporativos aderentes ao ICP do Themis. • Identificar dores, desafios e contexto operacional dos potenciais clientes, com foco em entender o cenário atual de gestão jurídica. • Realizar a qualificação inicial das oportunidades, aplicando critérios definidos pelo time comercial. • Agendar reuniões de demonstração para os executivos de vendas. • Registrar e atualizar todas as interações e informações no CRM, mantendo o pipeline organizado e confiável. • Apoiar a construção e higienização das listas de prospecção. • Acompanhar seus próprios indicadores de produtividade e conversão (contatos realizados, taxas de resposta, reuniões agendadas). • Participar de treinamentos sobre o produto, mercado jurídico e técnicas de prospecção.

• Monitor and evaluate key performance indicators (KPIs) related to customer experience, such as satisfaction, loyalty, retention and NPS (Net Promoter Score). • Map, analyze, diagnose and continuously update the end-to-end customer journey, with a surgical focus on critical moments: First Use (first value), Onboarding, retention and habit formation. • Develop and implement strategies to improve customer communication and engagement throughout their journey. • Propose and deliver training/presentations for the customer service team to improve service skills and the ability to provide an exceptional experience. • Monitor market trends and best practices in customer experience for legaltechs and continuously implement innovations/improvements to our customer journey. • Prepare management reports and dashboards on customer experience, providing actionable insights and strategic recommendations to the Executive Board. • Propose and implement customer loyalty and retention programs. • Act as the technical and strategic bridge between the customer and internal areas, translating mapped pains and behaviors (Voice of the Customer - VOC) into detailed action plans and clear guidance for Product (usability), CS Marketing (education and communication) and CS (support) teams. • Interview internal and external customers about interaction flows during the journey. • Diagram customer journeys and constantly review the support/service flow to propose actions focused on retention.

• Define and evolve Astrea’s technology vision and architecture, establishing a concrete plan to modernize the stack and reduce technical debt aligned with the product roadmap. • Make strategic technical decisions for the product — architecture, technology choices, build vs. buy trade-offs — ensuring they support Astrea’s evolution and growth, including decisions on AI adoption and productivity tools that increase the team’s delivery capacity. • Anticipate technology trends in the legaltech and B2B SaaS markets to ensure continuous innovation and the product’s technical competitiveness. • Define and monitor key technology KPIs and OKRs for the product area, reporting results to the CPO and providing data-driven insights for decision-making. • Define, implement and evolve software engineering processes, tools, and practices — CI/CD, quality, automated testing, code review, releases — ensuring high cadence and reliability of deliveries. • Collaborate closely with the Director of Product and Technology in building and refining the Astrea product roadmap, ensuring technical feasibility, realistic estimates, and delivery velocity. • Ensure delivery teams operate with high productivity and quality, promoting modern engineering practices and smart AI adoption to triple delivery capacity. • Coordinate technical dependencies across product teams, ensuring alignment, integration and no bottlenecks in the development flow. • Map and proactively address accumulated technical debt, prioritizing initiatives with the greatest impact on performance, stability and delivery speed. • Ensure Astrea maintains high performance, availability and reliability in production, with a constant focus on the end-user experience. • Define and monitor product performance and availability SLAs, establishing monitoring, alerting and incident response processes. • Lead the solutions team, ensuring customer technical issues are resolved quickly, with quality and that learnings are fed back to the product team. • Oversee the performance team in proactively identifying and fixing bottlenecks, ensuring product scalability as the customer base grows. • Lead, develop and hold accountable the technical leadership across the 4 teams for their area results. • Build and maintain a high-performance engineering culture grounded in autonomy, ownership, continuous improvement and innovation. • Attract, develop and retain high-performing technical talent, ensuring continuous growth of team members. • Promote a data-driven culture and evidence-based decision making within the product technology teams. • Manage the product technology budget with a focus on efficiency, prioritizing investments with the highest strategic return for the roadmap. • Identify and implement process, tooling and automation improvements that increase team productivity and efficiency. • Negotiate tools, licenses and technology services used in product development and operation. • Evaluate and recommend adoption of AI and automation tools in the development cycle, focusing on measurable productivity gains for the teams.

• Generate value for clients during the Onboarding phase by ensuring they can implement Astrea into their routines, facilitating law firm management. • Conduct consultations and webinars strategically, ensuring a valuable experience and supporting clients in the best use of the platform. • Manage absences and rescheduling (no-shows), performing follow-up actions to maximize the uptake of support opportunities. • Organize and prioritize daily work, balancing support activities, client follow-ups, and operational tasks. • Drive engagement across the client portfolio, monitor the customer journey, identify opportunities for evolution and anticipate potential bottlenecks. • Act in at-risk cancellation situations, applying pre-retention strategies to increase perceived value and reduce early churn. • Contribute to achieving team objectives and KRs, supporting platform adoption, customer success, and business results. • Identify opportunities for improvement and value generation, using insights from interactions to support the evolution of the customer experience. • Monitor portfolio metrics and results, contributing to data-driven decision-making and the continuous improvement of the operation.

• Support planning for product launches, events and promotional campaigns — defining objectives, target audiences and channels together with the team. • Actively participate in campaign execution, tracking deadlines, coordinating deliverables with involved teams and ensuring the quality of published materials. • Support the creation and review of briefs for Design and Copy, ensuring deliverables are aligned with campaign objectives. • Monitor campaign performance together with the team and assist in generating reports and insights. • Contribute tests and hypotheses to identify what drives the best results — and communicate those learnings clearly. • Organize and monitor project and campaign timelines, ensuring stages and deliverables are clear to all stakeholders. • Coordinate communication across departments during project execution (Marketing, Product, CX, Sales). • Support documentation of team processes, projects and rituals (kick-off, weekly, retrospective). • Identify blockers and escalate them promptly to avoid delays and bottlenecks in the workflow. • Support quality control of deliverables before publication or distribution.

• Lead the technical implementation of retention and expansion strategies. • Ensure technical solutions are delivered with speed, efficiency, and accuracy. • Participate in technical refinement sessions with the product team and other developers. • Develop high-quality frontend features. • Track the progress of your own deliverables and communicate risks.

• Como Desenvolvedora de Software Fullstack Sênior no Squad de Growth do Astrea, você será responsável por ficar à frente da implementação técnica das estratégias de retenção e expansão no time de Produto. • Sua missão é garantir que as soluções técnicas sejam entregues com agilidade, eficiência e precisão, permitindo que o squad valide rapidamente suas hipóteses e faça ajustes iterativos. • Ser a referência técnica do squad, desenvolvendo e implementando soluções de ponta a ponta, do backend ao frontend. • Garantir entregas contínuas e ágeis, permitindo que o time valide experimentos e faça ajustes rapidamente, mantendo a qualidade. • Implementar soluções escaláveis que otimizem a performance no frontend e backend. • Colaborar com o Product Manager, Designers e outros stakeholders para alinhar necessidades de negócio com melhores práticas de engenharia. • Definir e seguir as melhores práticas de código, incluindo testes automatizados, revisões e processos de deploy seguros. • Desenvolver integrações com ferramentas e APIs que suportem a análise de dados e experimentos de growth. • Apoiar o time na construção e implementação de experimentos e testes A/B, focando em melhorias rápidas e aprendizado contínuo. • Colaborar com outros squads para implementar e escalar iniciativas bem-sucedidas no Astrea.