Strategic Growth 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.

As our Strategic Growth Account Executive, you’ll take warm pipeline from our Customer Success team and turn it into closed revenue. You’ll run the full sales cycle, from first call through technical evaluation, business case, and signature, selling to IT leaders and security teams who are accountable when things go wrong. This is a consultative, multi-stakeholder sale where the best outcome for the customer and the best outcome for the business are genuinely aligned.

This is not a transactional sales role. It is a strategic account 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 SDR handoff through close; running discovery, technical validation, stakeholder alignment, and contract negotiation
• Conduct deep discovery to expose the true cost of inadequate DR: unplanned downtime, regulatory penalties, reputational damage, failed audits
• Lead product evaluations and POCs in partnership with solutions engineering, ensuring prospects experience the platform’s value firsthand
• Build and present business cases that resonate with both technical buyers and economic decision-makers

Navigate Complex Buying Groups

• Map and engage multiple stakeholders: IT Directors, CISOs, infrastructure leads, compliance officers, and CFOs, each with different priorities and risk tolerances
• Identify and cultivate internal champions who can move deals forward when you’re not in the room
• Anticipate and address procurement, legal, and security review requirements early and don’t let process kill late-stage deals
• Manage deal timelines with rigor, using mutual action plans to keep both sides accountable to a close date

Sell with Domain Depth

• Speak fluently about RTO, RPO, failover architecture, backup integrity, and ransomware recovery, not just at a surface level
• Use trigger events like infrastructure migrations, M&A activity, audit cycles, public incidents in the prospect’s industry to create urgency grounded in real risk
• 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 accurate stage progression, close dates, and risk flags so leadership can forecast with confidence
• Share deal insights, objections, and competitive intelligence across the team. What you learn in the field makes everyone better
• Collaborate with marketing and product on messaging, case studies, and the feedback loops that sharpen our positioning
• Help define repeatable sales processes and playbooks as we scale. Your patterns become the foundation for future hires

How You Work

• You take ownership of your pipeline end-to-end. You track your own deals, identify risks early, and ask for help before it’s too late
• You prepare thoroughly for every call. You know the prospect’s business, their likely objections, and what a good outcome looks like before you dial
• You’re honest with prospects and with your team. You don’t paper over deal risks or inflate your forecast
• You’re comfortable with the ambiguity of an early-stage company and energized by the chance to shape how things are done
• You share what you learn from wins, losses, and the deals that went sideways, because that knowledge makes the whole team stronger

What We’re Looking for

Experience & Skills

• 5+ years of quota-carrying B2B sales experience, with at least 3+ years in enterprise SaaS, infrastructure, cybersecurity, cloud, or data protection environments
• Proven track record of exceeding expansion, upsell, cross-sell, or quota targets within existing accounts
• Experience managing and growing complex enterprise accounts with multiple stakeholders and business units
• Strong executive presence with ability to engage Directors, VPs, CIOs, CISOs, CTOs, and business leaders
• Demonstrated ability to run disciplined sales cycles from discovery through close
• Strong commercial acumen with ability to quantify business value and ROI
• Excellent verbal, written, and presentation skills
• Comfortable operating in a fast-paced startup environment with high accountability
• High urgency, ownership mentality, and bias for action

Personal Traits We Value

• Hunter mentality inside an install base
• Naturally curious and strong at uncovering white-space opportunities
• Executive maturity and confidence
• Results-oriented mindset focused on revenue outcomes
• Strong collaborator with Customer Success, SEs, Alliances, and Leadership
• Competitive drive with professionalism
• Resilient, accountable, and coachable
• Startup mentality with willingness to build and improve processes

Tools

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

Preferred Experience

• Experience selling disaster recovery, ransomware recovery, cybersecurity resilience, cloud infrastructure, backup, storage, or adjacent technologies
• Experience working with AWS, Azure, cloud-native, or hybrid enterprise environments
• Experience expanding multi-million-dollar strategic accounts
• Familiarity with BANT, Command of the Message, Challenger, or structured enterprise sales methodologies
• Experience selling into regulated industries such as financial services, healthcare, life sciences, retail, or manufacturing
• Familiarity with the IT buyer’s decision-making process and procurement cycles in mid-market or enterprise
• Prior success in high-growth or startup environments

What Success Looks Like

• Expand Arpio footprint across existing enterprise customers
• Identify and closes multi-team / multi-region growth opportunities
• Build trusted executive relationships inside strategic accounts
• Improve retention through deeper product adoption and value realization
• Create referenceable customers and long-term partnerships
• Deliver predictable expansion pipeline and revenue growth

Bottom line: we are looking for an enterprise seller who knows how to turn customers into strategic accounts and strategic accounts into major growth engines.

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