iugu

Revenue Operations

• Design and evolve the Revenue Operations structure
• Ensure integration between Marketing, Sales, Customer Experience, Architecture & Integrations, Product, and Finance
• Establish management rituals, KPI governance, and operational discipline
• Structure governance of the commercial pipeline
• Develop forecasting models to improve revenue predictability
• Support leadership in target setting and performance analysis by vertical or segment
• Connect commercial growth to economic value creation
• Monitor profitability by customer or segment
• Identify contracts with negative margins or at risk
• Support commercial and pricing policies
• Identify bottlenecks in the sales-to-revenue journey
• Reduce operational friction between sales and activation in partnership with Finance and Product
• Structure the data model for the Revenue organization
• Build dashboards for pipeline, conversion, productivity, expansion, and profitability
• Turn operational data into strategic intelligence
• Support training, processes, and value proposition for commercial and customer success teams
• Define priority ICP, account segmentation, and portfolio prioritization
• Reflect segmentation in the commercial operation
• Support the company's verticalization
• Identify cross-sell, upsell, and re-engagement opportunities
• Lead and develop the RevOps team
• Balance long-term structural initiatives with critical operational demands
• Create a partnership culture with Revenue areas, acting as enablement and intelligence

Revenue Operations Manager

Risk

• Structure the company’s technology governance: define and implement methods, processes, policies and standards for the entire software development and operations lifecycle (SDLC).
• Implement and evolve market frameworks, combining ITIL for service management (incidents, changes, problems, SLAs) and SRE practices for reliability (SLOs, error budgets, automation, observability).
• Establish metrics-driven management: implement and track engineering indicators (DORA metrics — lead time, deployment frequency, MTTR, change failure rate), quality, availability and productivity, with dashboards and regular review rituals.
• Identify bottlenecks and lead continuous improvement: map value streams, diagnose inefficiencies in processes and teams, and drive action plans with measurable impact.
• Instill cadence and predictability in delivery, working both upstream (discovery, refinement, prioritization and planning) and downstream (delivery, deployment and operations), in partnership with Product and Engineering.
• Train and develop teams in new practices, processes and tools, ensuring real adoption — not just documentation.
• Support the incorporation of AI into the development cycle, in partnership with DevOps and Engineering: define usage guidelines and standards, support evaluation of market tools (code assistants, test automation, AI-assisted code review, agents), measure productivity impact and lead change management and team upskilling.
• Act as a transformation agent, influencing squads, leadership and business areas, communicating progress and building sponsorship for changes.
• Ensure adherence to security, compliance and regulatory requirements (Central Bank) in technology processes, in partnership with Security and Risk & Compliance teams.
• Report the evolution of technology maturity to executive leadership, with clear goals and regular communication.

Senior Manager – Tech Governance

Marketing

• Manage the editorial calendar and oversee the SEO vendor, ensuring quality and strategic alignment;
• Plan and track OKRs for organic traffic and lead generation through content;
• Produce and review content for institutional channels: website, blog, landing pages, and presentations;
• Create briefs for support materials such as landing pages, presentations, and email nurture sequences;
• Monitor SEO metrics and deliver a monthly report with analysis and recommendations;
• Organize institutional events end-to-end, from briefing to post-event activities;
• Analyze media kits and activation scenarios within the approved budget;
• Solicit quotes and manage vendors in partnership with the Procurement team;
• Structure the capture and handling of leads generated at events;
• Build metric dashboards and conduct follow-up on results;
• Create communication cadences pre-, during, and post-event.

Senior Marketing Analyst

Chief Technology Officer

• Meet portfolio expansion targets (cross-sell, upsell and activation) without compromising the health and trust of the client relationship;
• Conduct recurring negotiations on take rate, renewals and re-pricing, defending iugu’s results and the value delivered to the client;
• Turn data (TPV, mix, seasonality) into concrete commercial recommendations at the right time;
• Lead QBRs and executive reviews with strategic clients, connecting what the client needs with what iugu can evolve in the product;
• Prioritize time across accounts, knowing where the greatest growth potential is and where to invest commercial energy;
• Balance the roles of consultant and seller, maintaining client trust even during price and renewal conversations;
• Anticipate volume declines or behavioral changes in the portfolio and respond with a value proposition before they become risks;
• Bring the right requests to the Product team, prioritizing initiatives that generate real expansion and translating client needs into product opportunities.

Account Executive – Technology Vertical

Account Executive

• Owner of the expansion target: cross-selling shelf products (PIX, card, boleto, antecipation, split, digital account, etc.), upselling volume, activation of contracted but unused products;
• Ongoing commercial negotiation: take rate review, contract renewal, renegotiation when the client grows or shrinks, commercial retention to mitigate churn due to price or the need to adjust pricing to improve margin;
• Product-portfolio mindset: deep knowledge of the iugu portfolio and the ability to identify which clients fit which products; acts as the commercial consultant for the portfolio;
• Opportunity identification: analysis of account data (TPV, payment mix, seasonality, behavior) to anticipate movements. A growing client deserves differentiated negotiation; a client with a poor mix deserves a conversation about optimization;
• QBRs/executive reviews with strategic clients in the portfolio;
• Interface with internal teams, bringing client demands and needs to expand the product portfolio.

Pricing Analyst

• Lead research and enrichment following criteria and lists defined by the team, focusing on volume and basic data quality;
• Support in mapping decision-makers: identify key contacts within accounts using tools and guidance from the senior team;
• Execute structured outbound sequences (email, LinkedIn, calls) following established playbooks;
• Prepare Hunter meetings: account briefing, CRM history review, and organization of supporting materials;
• Support the construction of proposals and business cases under the guidance of Mid-level or Senior team members;
• CRM hygiene and updates: ensure stages, fields, and activities are correct and up to date;
• Support in RFPs and commercial documentation by organizing information and completing standardized sections;
• Assist with the handoff process to Implementation and Customer Success, ensuring essential information is complete.

Commercial Analyst, Mid-level

Executive

• Owner of the vertical's new business targets (revenue, margin, customer logos, etc.).
• Build and execute prospecting channels.
• Prospect and close the vertical's strategic accounts. Acts as iugu's commercial face for these clients.
• Lead end-to-end negotiations: discovery, demo, proposal, pricing, closing, contract.
• Monitor client ramp-up for 6 months to ensure the client performs as agreed and projected.
• Direct interface with Product, Risk, Pricing, Legal, etc., on deals that require trade-offs. Must have the autonomy to unblock issues.
• Market intelligence for the vertical: competition, market movements, players, prevailing pricing.
• Bring market intelligence and client feedback into the company.