Azul

AI Engineer

• Accelerating adoption of AI within the marketing team by building, managing, and optimizing AI-powered tools and workflows
• Deliver a steady cadence of milestones from marketing's AI-first backlog
• Help define and track role-based AI utilization goals across the marketing organization
• Manage the development and maintenance of MCP connectors across different marketing applications
• Set up centralized AI-based “skills” and governance frameworks for marketing AI usage
• Lead enablement efforts and host daily office hours to support the marketing team
• Share best practices across the team on Skills, Prompts, and Agentic workflows
• Design, build, and iterate on agentic AI workflows that automate and accelerate marketing processes
• Explore and implement Retrieval-Augmented Generation (RAG) customization where applicable

Marketing AI Engineer, Full-Time, 4 Month Contract

Sales

• 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

Vice President, Worldwide Channel Sales

Operations

• 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.

Vice President, Sales Operations

Artificial Intelligence

• 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.

AI Operations Intern

General Counsel

• 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.

Corporate Counsel

Account Manager

• 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

Channel Account Manager – US

• 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

Vice President, Sales – North America

Technical Account Manager

• Own a portfolio of named strategic customers (typically $500K+ ACV), with flexibility to engage additional high-value Azul Prime customers as opportunities arise.
• Build and maintain deep, long-term relationships with technical stakeholders — SREs, Java developers, platform engineers, and architects.
• Partner closely with Sales, Customer Success, and Support on joint account planning, renewals, and expansion opportunities.
• Serve as the primary technical advisor for Azul Prime across your accounts.
• Lead troubleshooting, root cause analysis, and performance tuning engagements for JVM-based applications running at enterprise scale.
• Provide architectural guidance on reliability, scalability, latency, throughput, and cloud cost optimization.
• Work with customers to identify and qualify candidate applications for Azul Prime, then partner with them through successful production deployment.
• Collaborate with Azul’s runtime, compiler, GC, and tooling engineering teams to resolve complex technical issues.
• Channel structured, actionable customer feedback into Azul’s product and engineering organizations to help shape the roadmap.
• Act as a senior point of technical escalation for high-severity issues within your accounts.
• Design and deliver customer-facing workshops, training sessions, and technical business reviews.
• Create and maintain high-quality technical documentation, runbooks, and reusable customer-facing assets for Azul Prime.
• Share knowledge internally, mentoring peers across the TAM, Sales Engineering, and Support organizations.
• Keep internal systems current with account activity, engagement notes, and customer outcomes.

Senior Technical Account Manager

Customer Success Manager

• Execute an On Boarding session with all new Azul customers providing them with a “welcome packet”
• Lead communications and “check in” meetings throughout the lifecycle of the customer
• Act as a liaison for customer requests, questions, and escalations
• Monitor and gather key customer information related to customer support interactions
• Drive attendance of key customers to individual or group Security reviews with CTO
• Advise customers on upsell and cross-sell buying options
• Identify growth opportunities by implementing new programmes
• Coordinate Azul resources to ensure the highest level of customer engagement
• Constantly monitor customer engagement and health scores