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 Governments eVerify Program.

Who We Are

Who We Are

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. Weve built the next generation of cloud resiliency and disaster recovery for AWS and Azure with an automated application-aware platform that recovers a companys 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 cant 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 were growing the team right now and your work will directly shape where we go next.

This isnt simply another job. Its an opportunity to help build a company.

About the Role

As our Account Executive youll partner with our Sales Development Reps and actively generate your own pipeline to convert into closed revenue. Youll 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. Its a critical growth role focused on enterprise execution customer trust and long-term account value. Bottom line: were 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.

What Youll Do

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 69 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 youre 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 cant do; credibility with technical buyers is built on honesty not overselling

Contribute to What Were 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
• Youre honest with prospects and your team. You dont paper over deal risks or inflate your forecast especially on the large high-visibility deals where forecast accuracy matters most
• Youre patient with long cycles and energized by multi-stakeholder complexity you know enterprise deals require sustained momentum not just a sprint to close

What Were 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 field teams and partner ecosystems
• Experience selling into regulated or mission-critical environments such as financial services healthcare life sciences manufacturing retail or technology
• Prior success in startup or high-growth environments

At Arpio we care about the outcome as much as the effort it took to get there. We take initiative follow through and report back on what we learned along the way. That same instinct shows up in how we treat customers and each other: we respond quickly and trust our teammates to take direct feedback as a chance to grow. We move like a startup because we are one spending wisely and treating every dollar and every customer like they matter because they do. If thats how you like to work youll fit in well here.

For this role that looks like:

• Tracking your own deals identifying risks early and asking for help before its too late.
• Preparing thoroughly for every call. You know the prospects business their likely objections and what a good outcome looks like before you dial.
• Being comfortable with the ambiguity of an early-stage company and energized by the chance to shape how things are done.
• Sharing what you learn from wins losses and the deals that went sideways because that knowledge makes the whole team stronger.

Salary & Benefits

• Competitive salary Equity
• Arpio will cover 100% of your personal medical premiums 100% of your life insurance premium and 75% of your personal premiums for vision and dental (because the insurance companies wont let us pay 100%). For your dependents Arpio will cover 75% of medical dental and vision premiums. No life insurance is included.
• For fully remote employees a $125 home office stipend or $250 company-subsidized co-working membership
• Unlimited PTO
• Small collaborative team environment
• Opportunity to work on the cutting edge of cloud technology

Arpio is an equal opportunity employer. We are committed to building a diverse team and an inclusive workplace and we welcome applicants of all backgrounds. We do not discriminate on the basis of race color religion sex sexual orientation gender identity national origin age disability veteran status genetic information or any other characteristic protected by applicable law. We provide reasonable accommodations to applicants and employees with disabilities; if you need an accommodation during the application or interview process let us know.