Logo Account Executive

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.

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.

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.

• 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

• 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

• 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

• Maintain…