Azul Systems

• Own the technical win. Drive pre-sales engagements end to end — discovery of the prospect’s business and technical challenges, mapping Azul portfolio capabilities to those challenges, and validating the solution through demonstration and hands-on proof. • Lead hands-on pilots. Design, scope, and personally execute product pilots and proofs-of-concept inside the customer’s existing environment: installing and configuring the JVM, running representative workloads, and capturing empirical results the customer trusts. • Prove performance. Plan and run performance-focused engagements: establish benchmarks and success criteria, measure latency, throughput, GC pause behavior and resource efficiency, analyze GC and JIT logs, tune JVM settings, and quantify the improvement Azul delivers against the incumbent. • Win at enterprise scale. Navigate complex, multi-stakeholder enterprise engagements (large production estates, strict SLAs, security and compliance review, and long procurement cycles) coordinating technical validation across many teams and environments. • Present at every altitude. Deliver presentations and demos across all technical levels, from CxOs to hands-on developers, to “make the complex simple” and communicate Azul’s value to each audience. • Respond to technical requirements. Understand and respond to solicited and unsolicited proposals (RFI/RFP) by aligning Azul capabilities against detailed technical and business requirements. • Orchestrate the extended team. Engage Product Management, Engineering, and the CTO office as needed to remove technical blockers and secure the win. • Partner on territory strategy. Work alongside your Account Executive(s) on territory planning: pipeline generation, growing existing accounts, and enabling partners. • Grow and retain customers. Nurture existing clients to promote customer success and to create new upsell and cross-sell opportunities. • Evangelize. Present at conferences, workshops, and roadshows to raise awareness of the Azul portfolio and build funnel. • Mentor the team. Provide expert assistance to other SEs on pilot planning and execution, run training sessions, and serve as a primary mentor to onboarding SEs. • Be a trusted advisor. Advise your manager on product, territory, and team matters.

• Generate new discovery calls and qualified pipeline for the sales team through outbound prospecting efforts: account planning and research, messaging, list building, and cadence execution (e-mail, phone calls, social selling.) • Leveraging tools such as LinkedIn to network with prospects and educating our market on Azul. • Achieving and exceeding weekly/monthly metrics (Opportunity creation and progression.) • Gain/Deepen business knowledge through researching how different businesses operate, leadership structures, what their pain points are and challenges they face every day. • Understand prospect pain points, gather technical requirements and correlate business value to customer needs • Pipeline organization and collaboration with Account Executives and Sales Directors for qualified meetings. • This is an individual contributor role that reports to BDR Director who values in-the-moment coaching, weekly one-on-ones as well as autonomy to allow you to own your success. • Occasional travel within the region.

• Manages day-to-day finance and operations tasks across multiple jurisdictions with general direction, independently prioritizing workloads and escalating complex cross-entity issues appropriately. • Identifies and proposes process improvements to streamline multi-entity financial administration, leveraging technology and shared tooling to reduce manual effort across the subsidiary network. • Builds effective working relationships with local in-country contacts, third-party providers, and the US Azul Finance team, acting as a trusted point of contact and contributing positively to cross-functional collaboration. • Actively develops knowledge of the financial, regulatory, and operational requirements specific to each Azul subsidiary jurisdiction (UK, Portugal, Czech Republic, Cyprus, Serbia, Armenia, India, Singapore, Japan and beyond), applying learning to improve processes and support team goals. • Takes full ownership of assigned entities and tasks, meeting individual and team KPIs and adapting to the evolving requirements of a fast-growing, global technology business. • Process and reconcile financial transactions across multiple Azul subsidiary entities, including accounts payable, accounts receivable, invoicing, and bank reconciliations. • Manage sales and purchase ledgers, journals, and spreadsheets for each EMEA & APAC entity, ensuring accuracy and completeness. • Record and file cash transactions and expense claims, processing requests for approval in line with Azul’s global expense policy. • Support monthly, quarterly, and year-end close activities for each subsidiary, coordinating with local third-party accountants and the US Azul Finance team to ensure timely delivery. • Assist with payroll administration across EMEA & APAC entities, coordinating with local payroll providers (or HR platforms) to ensure accurate and timely employee payments in each jurisdiction. • Manage intercompany transactions and reconciliations across the Azul entity group, including multi-currency processing (GBP, EUR, CZK, RSD, AMD, INR, SGD, JPY, USD) spanning UK, Portuguese, and wider EMEA & APAC entities. • Support compliance with local statutory filing requirements (VAT, corporate tax, statutory accounts) by liaising with in-country advisors and collating required information. • Assist with insurance administration across EMEA & APAC entities, including coordinating information for policy renewals and working with the US Azul risk team. • Support the financial onboarding of new Azul subsidiary entities, including opening bank accounts, establishing accounting systems, and coordinating with local third-party providers. • Follow all relevant financial regulations and local legislation applicable to each entity jurisdiction. • Serve as the primary day-to-day operational contact for local in-country teams across the UK, Portugal, Czech Republic, Cyprus, Serbia, Armenia, India, Singapore, Japan, and any new entities, ensuring queries are handled promptly and escalated where needed. • Coordinate with third-party finance providers, local accountants, payroll bureaus, legal advisors, and other service providers in each jurisdiction to ensure obligations are met. • Act as a point of liaison between EMEA & APAC entities and the global US Azul Finance team, ensuring consistent data, timely reporting, and alignment with global financial controls. • Support the CFO/COO with meeting coordination, entity-specific reporting packs, and ad-hoc financial analysis as required. • Assist with travel arrangements for the Finance team, including sourcing cost-effective options in line with Azul’s travel policy. • Maintain and develop the use of team tools and systems (including Azul’s ERP/accounting platform), ensuring data integrity across entities. • Support office and operational management for EMEA & APAC entity locations, including vendor management and local supplier relationships. • Monitor and respond to operational and finance queries across entities, recording information and escalating complex issues to senior team members. • Assist in the operational setup and ongoing administration of new Azul entities, including registered office arrangements, local bank accounts, and onboarding of in-country providers. • Contribute to Azul’s employer brand and internal communications as appropriate.

• Design, build, and maintain custom AI agents and agentic workflows (using Claude, OpenAI GPTs, and similar platforms) • Use tools like Zapier, MCP connectors, and LLM integrations to connect AI capabilities into our existing martech stack • Own the development and ongoing maintenance of Model Context Protocol (MCP) connectors across marketing applications • Build and maintain a centralized library of high-performing, standardized prompts, skills, and “brand voice” frameworks • Deliver a steady cadence of milestones from marketing’s AI-first backlog • Lead enablement efforts and host regular office hours to support the marketing team • Act as the team’s internal AI authority — sharing what’s working, what’s not, and what’s coming • Stay on the pulse of the marketing AI landscape • Explore and implement Retrieval-Augmented Generation (RAG) customization where applicable

• Generate new discovery calls and qualified pipeline for the sales team through outbound prospecting efforts: account planning and research, messaging, list building, and cadence execution (e-mail, phone calls, social selling.) • Leveraging tools such as LinkedIn to network with prospects and educating our market on Azul. • Achieving and exceeding weekly/monthly metrics (Opportunity creation and progression.) • Gain/Deepen business knowledge through researching how different businesses operate, leadership structures, what their pain points are and challenges they face every day. • Understand prospect pain points, gather technical requirements and correlate business value to customer needs • Pipeline organization and collaboration with Account Executives and Sales Directors for qualified meetings. • This is an individual contributor role that reports to BDR Director who values in-the-moment coaching, weekly one-on-ones as well as autonomy to allow you to own your success. • Occasional travel within the region.

• Managing directly or indirectly a global team of Channel Account Managers (CAMs), Channel Operations and Channel Marketing Managers • Delivering on Azul’s partner-sourced and partner-influenced ACV bookings targets, new logo acquisition goals, and ARR contribution targets, with accountability for both closed-won business through partners and partner-influenced deals co-sold with the direct sales team. • Building and overseeing Azul’s Global Channel Program and Operations including; systems, reporting, certifications, incentives, deal registration, MDF • Identifying, recruiting, and onboarding high-potential partners — including VARs, SIs, GSIs, and technology alliances — with a focus on partners who can open new markets, drive net-new pipeline, and expand Azul’s reach into both net-new accounts and cross-sell opportunities within our existing customer base • Educating prospective partners on the partner program, requirements and deliverables • Collaborating with regional RVPs and the marketing team to develop joint demand-generation programs with partners, driving qualified pipeline creation and ensuring strong linearity in partner-sourced opportunity registration throughout the year • Measurement: Partner-sourced and partner-influenced ACV bookings and ARR contribution vs. target; Partner-sourced opportunity creation (volume and quality), deal registration compliance, and channel pipeline coverage ratio; Partner compliance with the terms of the Azul Partner Connect Program; Channel win rate and average deal size on partner-involved and partner sourced opportunities; Booking linearity (quarterly ramp of partner-sourced pipeline and closed business); Partner-sourced cross-sell and expansion ARR within Azul’s existing customer base

Reporting directly to the Chief Revenue Officer (CRO), the Vice President of Sales Operations is responsible for driving sales productivity, operational excellence, and revenue growth. Acting as a strategic partner and “right hand” to the CRO, this role identifies opportunities to improve sales efficiency, implements scalable processes and systems, and ensures the organization consistently meets or exceeds its revenue targets. The VP of Sales Operations oversees all aspects of sales operations, including forecasting, planning, deal management, compensation design, sales systems, analytics, and enablement. This leader works cross-functionally across Sales, Finance, Legal, HR, Marketing, and Product to align strategy with execution and build a high-performing, data-driven sales organization.

• Claude Skill Development Design, build, and test Claude skills (SKILL.md) for IT and Security workflows, including writing skill descriptions, step-by-step instructions, and prompt logic that integrates with Azul's connected MCP servers. • AI Agent Design and Deployment Assist in scoping, building, and iterating on AI agents that automate repetitive IT and Security tasks, including tool selection, prompt engineering, and testing against real-world scenarios. • MCP Connector Integration and Testing Configure and validate MCP connector integrations (Slack, Atlassian, Asana, M365, Salesforce) within Claude, documenting tool behavior and flagging gaps or security considerations. • Security Operations Support Support the Security team with log review, alert triage, and incident documentation across Okta, Microsoft Purview, and Defender, following established investigation playbooks. • IT Operations and Helpdesk Assistance Assist with hardware procurement tracking, onboarding/offboarding tasks, Jamf device management, and SaaS access requests under the direction of the IT Operations team. • Documentation and Knowledge Base Maintenance Create and maintain internal documentation for AI tools, security procedures, and IT runbooks in Confluence, ensuring accuracy and accessibility for team members.

• Draft, review, and negotiate a broad range of commercial agreements, including NDAs, software license agreements, SaaS and subscription agreements, vendor and procurement contracts, reseller and channel partner agreements, and strategic partnership arrangements. • Advise on complex commercial deal structures, including usage-based and consumption pricing, overage and true-up mechanics, minimum commitments, renewal pricing tiers, and multi-year enterprise arrangements. • Demonstrated fluency with AI tools in a legal context (e.g., Claude Cowork, or comparable assistants), such as using AI to improve drafting quality, review speed, or issue-spotting, and iterating on prompts and evaluating AI output critically. • Counsel business teams across a range of legal topics, including intellectual property, open source software licensing (with particular attention to OpenJDK, GPLv2 with Classpath Exception, and related ecosystem considerations), contributor license agreements, corporate governance, commercial law, data privacy (GDPR, CCPA/CPRA, and emerging state privacy laws), export controls and sanctions (including OFAC, BIS Entity List, and EU regimes), and product security regulation (including the EU Cyber Resilience Act obligations). • Advise on the development, deployment, and governance of artificial intelligence tools — both AI features Azul builds into its products and internal AI systems (including agentic AI tools) used across engineering, sales, and back-office functions. This includes drafting acceptable use policies, reviewing AI vendor and model provider agreements, evaluating AI-generated code disclosure and provenance obligations, navigating AI-related customer questionnaires, and tracking developments under the EU AI Act, U.S. federal and state AI regulation, and related frameworks. • Partner with engineering and security teams on policies governing AI-assisted development, including code attribution, license audit readiness, and compliance with upstream contributor requirements (e.g., OCA-governed projects). • Support incident response, regulatory inquiries, and customer audits. • Collaborate with the legal team to develop and implement best practices and policies in the areas of contracting, licensing, AI governance, and compliance; contribute to playbooks, templates, and self-service resources that scale legal across the business. • Partner with Deal Desk, Sales, and Finance to accelerate deal velocity while managing risk, particularly as deal flow grows. • Availability for early morning and late-evening calls with international opposing counsel, customers, and overseas teams across EMEA and APAC.

• Identify and qualify prospective partners to resell Azul products to their customer base and via a partner program • Educate prospective partners on the partner program, requirements and deliverables • Develop opportunities for prospecting and marketing generated leads • Promptly and efficiently respond to, engage with and qualify inbound leads and inquiries from partners • Collaborate with sales and marketing team members on strategic sales approaches as it relates to partner productivity • Develop and execute a strong and effective prospecting plan of attack for new partners in the UK, Ireland and Norther Europe • Ensure successful follow through of sales cycle by maintaining accurate activity and lead qualification information in SFDC • Provide in depth information to both the Account Executives and the VP Sales in the region regarding recruitment efforts • Conduct new partner and ongoing enablement and training using the partner portal • Maintain accurate and thorough records for partner calls, emails, notes, tasks, demos and other relevant information in compliance with organization policy • Travel required across the region from time to time