• Lead engagement with court decision-makers • Identify, qualify, and secure partnerships with court systems • Build and manage a robust pipeline of court access opportunities • Develop and execute regional and national engagement strategies • Advocate for data-sharing relationships and increased judicial transparency • Collaborate cross-functionally for alignment on legal, technical, and operational requirements

• Generate consistent outbound activity (calls, email, LinkedIn, events, etc.) • Build and manage a 3 – 4x pipeline coverage ratio • Develop strategy and target account plans to generate new pipeline • Qualify and advance inbound requests • Lead discovery with multi-stakeholder buying groups • Deliver tailored product demonstrations aligned to brokerage priorities • Navigate competitive evaluations • Lead pricing discussions and contract negotiations • Close multi-year SaaS agreements • Partner with Marketing to maximize campaign ROI • Provide market intelligence and feedback to Product • Work closely with Customer Success for seamless handoffs post-close • Maintain clean pipeline hygiene in Salesforce/Hubspot • Accurately forecast revenue on a weekly basis • Utilize Gong insights and performance metrics to improve conversation rates • Consistently achieve or exceed quota

• Own and execute a strategic plan to identify, engage, and close enterprise accounts across the U.S. • Prioritize accounts within manufacturing, energy, logistics, healthcare, and financial services • Build and manage a strong pipeline through outbound prospecting, industry networking, executive outreach, and partnerships • Lead consultative discovery conversations with CIOs, COOs, Heads of Operations, Automation, and Digital Transformation • Leverage your understanding of industry-specific workflows, compliance requirements, and operational challenges • Develop multi-threaded relationships across large enterprises and expand influence across business units • Manage complex, multi-stakeholder sales cycles including technical validation, proof of value, procurement, and executive approvals • Deliver tailored demonstrations and business cases aligned to operational and financial impact • Partner closely with Solutions, Product, and Customer Success for seamless execution and long-term growth • Own and exceed quota • Maintain disciplined pipeline management and accurate forecasting • Ensure strong CRM hygiene and visibility into deal progression

• Develop and implement strategies to generate new Prime business opportunities and achieve sales targets within assigned territories/accounts. • Actively engage with existing Platform Core customers to understand their unique challenges and business needs, providing Azul solutions. • Manage the entire sales cycle, from lead generation to close. Maintain a robust pipeline of opportunities and forecast accurately. Build a 3X pipeline. • Work closely with Sales Engineers, Marketing, and Customer Success teams to ensure prospects receive comprehensive, clear, and accurate product demonstrations, proposals, and support. • Drive contract negotiations, while consistently closing business on a monthly and quarterly basis. • Maintain accurate records of sales activity, progress, and outcomes in Salesforce.