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about 1 month ago
Requirements and responsibilities
Who We AreArpio is building the next generation of disaster recovery for the cloud.Modern enterprises face a growing list of threats to their cloud applications. With the increasing complexity of cloud-native environments, we know resilience to these threats is about more than just data. That’s why, at Arpio, we have built a best in class SaaS offering that makes it easier than ever to protect your entire AWS infrastructure from catastrophic downtime.Behind the scenes, we are a small but mighty team (YC W21) who love to tackle hard problems and learn new things. We are fired up about working together to build an innovative new product and company from the ground up.About the RoleA company’s disaster recovery (DR) plan is only ever tested twice: during a drill, and during an actual disaster. Most organizations quietly know their plan is inadequate. They just haven’t had to find out the hard way yet.We are looking for a high-performing enterprise seller who can acquire new customers, open strategic accounts, and help establish Arpio as the preferred disaster recovery and ransomware recovery partner for AWS and Azure customers. This role is for a true hunter who knows how to create pipeline, navigate complex buying environments, and close meaningful new logo revenue.This is a strategic growth role requiring discipline, executive presence, and the ability to work cross-functionally with cloud partners, technical teams, and leadership.This is not a transactional sales role. It is a growth role focused on enterprise execution, customer trust, and long-term value creation.What You’ll DoRun the Full Sales CycleOwn deals from strategic running discovery, technical validation, stakeholder alignment, and contract negotiation often spanning 6 monthsConduct deep discovery to expose the true cost of inadequate DR: unplanned downtime, regulatory penalties, reputational damage, failed audits, particularly in regulated, high-visibility, or publicly traded organizationsLead product evaluations and POCs in partnership with solutions engineering, often involving formal RFP/RFI processes, security reviews, and enterprise procurement cyclesBuild and present business cases that resonate with both technical buyers and economic decision-makers at the C-suite and board levelCoordinate executive sponsorship from our leadership team to match the seniority of the buying group at target accountsNavigate Complex Buying GroupsMap and engage multiple stakeholders: IT Directors, CISOs, infrastructure leads, compliance officers, and CFOs, plus General Counsel and Board-level Risk Committees in heavily regulated logosIdentify and cultivate internal champions and economic sponsors who can move deals forward when you're not in the roomAnticipate and address procurement, legal, and security review requirements early, including third-party risk assessments, infosec questionnaires, and multi-stage legal redlinesManage deal timelines with rigor, using mutual action plans and executive business reviews (EBRs) to keep both sides accountableBuild account plans for each target logo, mapping the org, identifying expansion paths, and aligning internal resources to the accountSell with Domain DepthSpeak fluently about RTO, RPO, failover architecture, backup integrity, and ransomware recovery, with enough depth to hold technical credibility in front of enterprise architecture review boardsUse trigger events like infrastructure migrations, M&A activity, audit cycles, and public incidents, with particular attention to how these play out at enterprises with complex, multi-cloud, or hybrid environmentsDevelop point-of-view conversations for each target vertical (e.g. financial services, healthcare, critical infrastructure) to lead with insight, not just product featuresAccurately represent what the product can and can’t do; credibility with technical buyers is built on honesty, not oversellingContribute to What We’re BuildingMaintain rigorous CRM hygiene with multi-threaded stakeholder tracking and account-level forecasting, not just individual deal stageShare deal insights, named-account patterns, and competitive intelligence from enterprise evaluations — what you learn in the field makes everyone betterHelp develop enterprise proof points and reference customers; logo wins become the case studies and credibility that open the next doorHow You WorkYou take ownership of your pipeline end-to-end, including multi-year account plans, not just open opportunitiesYou prepare thoroughly for every call including executive briefings, board-level conversations, and formal presentations to procurement committeesYou're honest with prospects and your team. You don't paper over deal risks or inflate your forecast — especially on the large, high-visibility deals where forecast accuracy matters mostYou're patient with long cycles and energized by multi-stakeholder complexity. You know enterprise deals require sustained momentum, not just a sprint to closeWhat We’re Looking forMinimum Experience & Skills5+ years of quota-carrying B2B sales experience with at least 3+ years in SaaS, cloud, infrastructure, cybersecurity, backup, resilience, or related enterprise technologyProven track record of exceeding new logo quota and consistently closing net-new businessExperience prospecting and generating pipeline in addition to working company-sourced opportunitiesStrong executive presence with ability to sell to CIOs, CISOs, CTOs, Heads of Infrastructure, Cloud Leaders, and Finance stakeholdersDemonstrated ability to manage complex multi-stakeholder sales cycles from discovery through closeStrong business acumen with ability to quantify ROI, risk reduction, and business impactExcellent verbal, written, and presentation skillsStrong forecasting discipline and CRM hygieneComfortable operating in a fast-paced startup environment with high accountabilityHigh urgency, ownership mentality, and bias for actionPreferred Experience5+ years selling B2B SaaS solutions into enterprise or upper mid-market accountsExperience selling disaster recovery, backup, ransomware recovery, cybersecurity resilience, or cloud infrastructure solutionsExperience working with or selling alongside AWS and/or Azure field teams and partner ecosystemsExperience selling into regulated or mission-critical environments such as financial services, healthcare, life sciences, manufacturing, retail, or technologyFamiliarity with MEDDIC, Challenger, Command of the Message, or structured enterprise sales methodologiesPrior success in startup or high-growth environmentsPersonal Traits We ValueHunter mentality with strong new logo instinctsHighly competitive with a strong drive to winResults-oriented and accountable to outcomesNaturally curious and able to learn technical concepts quicklyStrong relationship builder internally and externallyResilient, disciplined, and coachableStartup mentality with willingness to build process and create opportunityHigh standards and strong professionalismWhat Success Looks LikeConsistently lands new enterprise and upper mid-market customersBuilds qualified pipeline through self-sourced and partner-generated opportunitiesDevelops productive co-sell relationships with AWS and Azure teamsCreates executive trust and urgency in competitive sales cyclesDelivers predictable bookings performance and accurate forecastsHelps establish Arpio as a category leader in cloud disaster recovery and ransomware recoveryYour Tool KitSalesforceGongSalesloft / OutreachZoomInfoLinkedIn Sales NavigatorClari or forecasting platformsMutual action plan / deal management toolsBottom line: we are looking for a true new logo enterprise seller who can open doors, win strategic accounts, and accelerate Arpio’s growth through disciplined execution.Salary and BenefitsCompetitive salaryFully employer-paid health benefits package; 75% employer-paid dental, vision and life insurance$150 home office stipend or company-subsidized co-working space membership near youUnlimited PTO policySmall, collaborative team environmentOpportunity to learn and work on the cutting edge of cloud technologyThis role is eligible for full-time remote work within the US with the option of hybrid work in North Carolina. Please note that we unfortunately cannot sponsor H1B visas at this time.
Optionally, you can add more information later (benefits, pre-screening questions, etc.)