Account Executive - AWS

Account Executive - AWS

This role is eligible for full-time remote employment within the US or can be hybrid in our Durham, NC office 2-3 days/week. Please note that we unfortunately cannot sponsor H1B visas at this time. Aprio participates in the US Government's eVerify Program.

Modern enterprises run their most critical applications in complex, cloud-native environments, and the threats keep multiplying: outages, ransomware, bad actors, human error. Most disaster recovery tools stop at backing up data. We’ve built the next generation of cloud resiliency and disaster recovery for AWS and Azure with an automated, application-aware platform that recovers a company's entire application stack, not isolated resources, in under an hour.

We protect production workloads for enterprises that cut across multiple industries like healthcare, financial services, and SaaS — the kind of companies that can't afford downtime. At Arpio, we believe great companies are built by people who take ownership, move with urgency, and consistently deliver results. We just closed our $15M Series A to expand into new clouds and build out our roadmap, which means we're growing the team right now, and your work will directly shape where we go next.

This isn't simply another job. It's an opportunity to help build a company.

As our Account Executive, you’ll partner with our Sales Development Reps and actively generate your own pipeline to convert 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 across AWS environments 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’s a critical growth role focused on enterprise execution, customer trust, and long-term account value. Bottom line: we’re looking for an enterprise seller who knows how to turn customers into strategic accounts, and strategic accounts into major growth engines across our AWS customer base.

• Run the Full Sales Cycle Own deals from strategic SDR, Customer Success, Executive referral handoff through close; running discovery, technical validation, stakeholder alignment, and contract negotiation often spanning 6–9 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…