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
