Strategic Growth Account Executive

Arpio • Research Triangle Park, NC

2d • Remote

About The Position

Arpio is building the next generation of disaster recovery for the cloud, offering a best-in-class SaaS solution to protect entire AWS infrastructure from catastrophic downtime. The company is a small but mighty team (YC W21) focused on tackling hard problems and building an innovative product. As a Strategic Growth Account Executive, you will convert warm pipeline from the Customer Success team into closed revenue. This involves managing the full sales cycle, from the initial call through technical evaluation, business case development, and contract signature, selling to IT leaders and security teams. This is a consultative, multi-stakeholder sales role focused on enterprise execution, customer trust, and long-term value creation, rather than transactional sales.

Requirements

• 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

Nice To Haves

• 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

Responsibilities

• 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
• 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
• 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
• 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

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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed
• Number of Employees: 1-10 employees