New Logo Account Executive

This 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.

Who We Are

Arpio 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 Role

A 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 Do

Run the Full Sales Cycle

• Own deals from strategic running discovery, technical validation, stakeholder alignment, and contract negotiation often spanning 6 months
• Conduct 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 organizations
• Lead product evaluations and POCs in partnership with solutions engineering, often involving formal RFP/RFI processes, security reviews, and enterprise procurement cycles
• Build and present business cases that resonate with both technical buyers and economic decision-makers at the C-suite and board level
• Coordinate executive sponsorship from our leadership team to match the seniority of the buying group at target accounts

Navigate Complex Buying Groups

• Map and engage multiple stakeholders: IT Directors, CISOs, infrastructure leads, compliance officers, and CFOs, plus General Counsel and Board-level Risk Committees in heavily regulated logos
• Identify and cultivate internal champions and economic sponsors who can move deals forward when you're not in the room
• Anticipate and address procurement, legal, and security review requirements early, including third-party risk assessments, infosec questionnaires, and multi-stage legal redlines
• Manage deal timelines with rigor, using mutual action plans and executive business reviews (EBRs) to keep both sides accountable
• Build account plans for each target logo, mapping the org, identifying expansion paths, and aligning internal resources to the account

Sell with Domain Depth

• Speak fluently about RTO, RPO, failover architecture, backup integrity, and ransomware recovery, with enough depth to hold technical credibility in front of enterprise architecture review boards
• Use 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 environments
• Develop point-of-view conversations for each target vertical (e.g. financial services, healthcare, critical infrastructure) to lead with insight, not just product features
• Accurately represent what the product can and can’t do; credibility with technical buyers is built on honesty, not overselling

Contribute to What We’re Building

• Maintain rigorous CRM hygiene with multi-threaded stakeholder tracking and account-level forecasting, not just individual deal stage
• Share deal insights, named-account patterns, and competitive intelligence from enterprise evaluations — what you learn in the field makes everyone better
• Help develop enterprise proof points and reference customers; logo wins become the case studies and credibility that open the next door

How You Work

• You take ownership of your pipeline end-to-end, including multi-year account plans, not just open opportunities
• You prepare thoroughly for every call including executive briefings, board-level conversations, and formal presentations to procurement committees
• You'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 most
• You're patient with long cycles and energized by multi-stakeholder complexity. You know enterprise deals require sustained momentum, not just a sprint to close

What We’re Looking for

Minimum Experience & Skills

• 5+ years of quota-carrying B2B sales experience with at least 3+ years in SaaS, cloud, infrastructure, cybersecurity, backup, resilience, or related enterprise technology
• Proven track record of exceeding new logo quota and consistently closing net-new business
• Experience prospecting and generating pipeline in addition to working company-sourced opportunities
• Strong executive presence with ability to sell to CIOs, CISOs, CTOs, Heads of Infrastructure, Cloud Leaders, and Finance stakeholders
• Demonstrated ability to manage complex multi-stakeholder sales cycles from discovery through close
• Strong business acumen with ability to quantify ROI, risk reduction, and business impact
• Excellent verbal, written, and presentation skills
• Strong forecasting discipline and CRM hygiene
• Comfortable operating in a fast-paced startup environment with high accountability
• High urgency, ownership mentality, and bias for action

Preferred Experience

• 5+ years selling B2B SaaS solutions into enterprise or upper mid-market accounts
• Experience selling disaster recovery, backup, ransomware recovery, cybersecurity resilience, or cloud infrastructure solutions
• Experience working with or selling alongside AWS and/or Azure field teams and partner ecosystems
• Experience selling into regulated or mission-critical environments such as financial services, healthcare, life sciences, manufacturing, retail, or technology
• Familiarity with MEDDIC, Challenger, Command of the Message, or structured enterprise sales methodologies
• Prior success in startup or high-growth environments

Personal Traits We Value

• Hunter mentality with strong new logo instincts
• Highly competitive with a strong drive to win
• Results-oriented and accountable to outcomes
• Naturally curious and able to learn technical concepts quickly
• Strong relationship builder internally and externally
• Resilient, disciplined, and coachable
• Startup mentality with willingness to build process and create opportunity
• High standards and strong professionalism

What Success Looks Like

• Consistently lands new enterprise and upper mid-market customers
• Builds qualified pipeline through self-sourced and partner-generated opportunities
• Develops productive co-sell relationships with AWS and Azure teams
• Creates executive trust and urgency in competitive sales cycles
• Delivers predictable bookings performance and accurate forecasts
• Helps establish Arpio as a category leader in cloud disaster recovery and ransomware recovery

Your Tool Kit

• Salesforce
• Gong
• Salesloft / Outreach
• ZoomInfo
• LinkedIn Sales Navigator
• Clari or forecasting platforms
• Mutual action plan / deal management tools

Bottom 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 Benefits

• Competitive salary
• Fully 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 you
• Unlimited PTO policy
• Small, collaborative team environment
• Opportunity to learn and work on the cutting edge of cloud technology