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about 1 month ago
Requirements and responsibilities
This role is eligible for full-time remote work within the US with the option of hybrid work in North Carolina. Preference given for candidates in the following locations: Austin, Boston, Chicago, Nashville, New York City, San Francisco, SeattlePlease note that we unfortunately cannot sponsor H1B visas at this time. 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 and Azure 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 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.As a Pre-Sales Solutions Architect at Arpio, you will play a pivotal role in our Go-to-Market team. This dynamic and rewarding position requires a mix of technical expertise, cloud infrastructure passion, and sales acumen. You will engage in both pre-sales and post-sales processes, collaborating closely with our account team to convert opportunities into success stories.In this role, you will serve as the technical lead between clients, partners, and our internal teams. You will be responsible for working alongside the sales team in delivering Proof of Concept (POC) engagements through the entire sales cycle; helping prospects understand not just what Arpio does, but why it is the right answer for their specific AWS and/or Azure environment.We move fast, hold ourselves accountable to outcomes, and treat every customer relationship as something worth protecting. If you are energized by solving hard technical problems, thrive in ambiguity, and want to help build a function from the ground up, we want to hear from you.How You Will ContributePre-Sales & Deal ExecutionContribute to regional sales, POC, and GTM strategy alongside New Logo and Strategic Growth AEsDiscover and create prospect-specific, quantifiable value statements that directly impact deals, translating RTO/RPO gaps, downtime costs, and ransomware exposure into business cases that resonate with both technical and economic buyersLead product demonstrations and POC engagements end-to-end, tailored to each prospect's AWS and/or Azure environment and resilience requirementsRespond to RFPs, security questionnaires, and enterprise procurement documentation with accuracy and speedCustomer & Partner EngagementListen first. Understand the customer's problem deeply before proposing a solution; respond quickly and communicate proactively throughout every evaluationDevelop and maintain working relationships with AWS and Azure field teams to support co-sell motionsTravel regionally to client sites as requiredInternal Collaboration & EnablementWork closely with Account Executives and internal stakeholders across product, marketing, and customer successFeed technical insights, product gaps, and competitive intelligence back to product and engineering. Your field observations shape our roadmapHelp build the solutions engineering playbook from the ground up; your patterns become the foundation for future SE hiresBe a reliable member of the team, providing coverage and support to customers and peers when neededHow You WorkThe way we work matters as much as what we deliver. We look for people who hold themselves to a high standard, take ownership without being asked, and treat customers and teammates with honesty and respect, especially when conversations are direct or difficult.You prepare before every call. You know the prospect’s stack, their likely concerns, and what a successful POC looks like before you join the meetingYou are honest about what the product can and cannot do. Your credibility with technical buyers is your most valuable asset — you don’t oversellYou own the outcome. You track your own work, identify risks early, and ask for help before it’s too lateYou execute with urgency and diligence, every customer, every deal, and every day countsYou share what you learn. Wins, losses, and near-misses all make the team better when knowledge isn’t siloedYou assume positive intent in interactions with colleagues and customers, and you welcome direct feedback as an opportunity to growYou are comfortable with the ambiguity of an early-stage company and energized by the chance to shape how things are doneTraits we AdmireResults-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 professionalismQualifications & ExperienceMin. 5 years in a pre-sales, solutions engineering, or technical sales role in B2B SaaSHands-on experience with AWS and/or Azure, including architecture patterns such as Route 53, EC2 AMIs, RDS snapshots, S3 replication, multi-region failover, Azure Site Recovery, and Azure BackupStrong technical depth in one or more of: cloud infrastructure, disaster recovery, backup and recovery, cybersecurity, data protection, or ransomware resilienceDemonstrated ability to lead technical evaluations and POCs from scoping through completion in enterprise or upper mid-market accounts, including RFPs, security questionnaires, and procurement documentationAbility to consult and present at all levels, C-suite, infrastructure leads, security teams, procurement, and finance, including to channel partnersExperience with AWS and/or Azure co-sell programs and partner ecosystemsFamiliarity with MEDDIC, Command of the Message, Challenger, or other structured enterprise sales methodologiesExperience selling into regulated industries such as financial services, healthcare, life sciences, retail, or manufacturingExcellent verbal, written, and presentation skills with the ability to thrive in a fast-paced startup environmentPrior experience helping build a pre-sales function at a high-growth or early-stage company is a plusPassion for staying current with cloud infrastructure and DR trends and a commitment to continuous learningBenefitsFully 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 technology
Optionally, you can add more information later (benefits, pre-screening questions, etc.)