Account Executive - AWS

Arpio • Research Triangle Park, NC

13d • Hybrid

About The Position

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. 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.

Requirements

• 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

Nice To Haves

• 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

Responsibilities

• 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 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

Benefits

• Competitive salary + Equity
• Arpio will cover 100% of your personal medical premiums
• 100% of your life insurance premium
• 75% of your personal premiums for vision and dental
• For your dependents, Arpio will cover 75% of medical, dental, and vision premiums
• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed