• Lead the administration of complex, global sales compensation plans, including incentive compensation, bonus, and accelerator calculations for a diverse sales organization. • Serve as a primary administrator and subject matter expert (SME) for the SPIFF compensation platform. Responsibilities include plan configuration, data integrity management, system testing, and troubleshooting. • Manage the investigation and resolution of complex incentive compensation inquiries and disputes, ensuring professional, timely, and accurate adjustments while maintaining clear communication with stakeholders. • Ensure all compensation calculations and system configurations adhere to corporate policies and plan documents. • Conduct analysis of sales performance and compensation data to identify trends, accurately forecast incentive compensation payouts, and prepare insights for review by executive sales and finance leadership. • Proactively identify, design, and implement opportunities to streamline and automate sales compensation processes, significantly enhancing efficiency, scalability, and accuracy across the function. • Partner closely with Revenue Operations, Finance, Accounting, and HR to ensure data integrity, process alignment, and compliance across all compensation activities. • Develop and maintain clear, comprehensive documentation for the global sales team regarding plan details, policies, and system mechanics.

• Growing, leading and managing the Azul North America sales team • Recruiting, hiring and training of sales reps • Coaching direct reports on strategies that drive results • Consistently meeting and exceeding sales targets • Representing and presenting the Azul message at conferences and customer and partner events • Accurately reporting on sales activity and critical success metrics and forecasting • Ensuring adoption and compliance with standard sales processes and usage of sales tools and systems

• Guide, coach, and develop Sales Specialists and frontline sales leaders • Enable team to have meaningful technical conversations about water infrastructure products • Create and implement medium to long-term operational plans • Maintain a healthy and balanced pipeline through proactive planning • Facilitate team-based selling with other teams • Encourage cross-regional collaboration for complex customers • Cultivate strong relationships between sellers and partners • Partner closely with marketing for demand generation

• Run multi-step, cross-functional workflows such as forecast hygiene, WBR prep, and compensation processing • Own and administer sales compensation programs, including plan design support, attainment tracking, target management, and payout calculations in our compensation platform, such as Salesforce Spiff. • Scope small-to-medium projects with clear requirements and timelines, from tool fixes and process changes to analytics updates • Translate business needs into accurate technical requirements within our GTM tech stack and BI tools • Design and maintain dashboards, reporting packages, and automated workflows with minimal oversight • Proactively identify system or process issues before they escalate into business risks • Partner with cross-functional stakeholders (Sales, Finance, CS, Marketing) to align on expectations and deliverables • Communicate tradeoffs, risks, and timelines proactively to managers and stakeholders • Partner with Enablement to create training materials and documentation that are adopted across teams • Perform root-cause analysis across multiple components — data, process, and system logic • Assist peers in systems outside your direct ownership when needed