Arpio

Role Description As a Senior Software Engineer, you'll work on the platform that enterprises trust to keep them running through outages, ransomware attacks, and human error. You'll design and build the systems that replicate live cloud environments, keep a low-cost "pilot light" continuously synchronized with production, and execute one-click failover that meets aggressive RTO and RPO targets. This is deep, cloud-native work: - Reasoning about distributed systems, cloud provider APIs, and failure modes. - Backend built in Python and front end in Angular. - Decisions carry real weight with room to own meaningful pieces of the product end to end. - Shape technical direction and grow alongside a company expanding its footprint across cloud providers. Qualifications - 5+ years of professional software engineering experience, with a track record of shipping and operating production systems. - Hands-on experience building on at least one major cloud provider (AWS or Azure preferred; GCP, Oracle, or others welcome). - Strong fundamentals in distributed systems, concurrency, and the realities of operating software at scale. - A pragmatic, well-tested approach to writing code. - Comfort working close to infrastructure: APIs, networking, and the operational behavior of cloud services. - Strong written and verbal communication skills. Requirements - Design, build, and operate core platform services that replicate and recover complex cloud environments with speed and precision. - Develop and extend Arpio's application-aware orchestration engine, mapping dependencies and recovering entire application stacks. - Work directly against cloud provider APIs (AWS and Azure today), building robust abstractions that absorb their differences and edge cases. - Build for failure: design systems that behave correctly during outages and degraded conditions. - Own features end to end, from design and implementation through testing, deployment, monitoring, and support. - Contribute to the reliability, scalability, and security of a fully-managed SaaS platform. - Raise the engineering bar through thoughtful code review, technical design discussions, and mentorship of other engineers. Benefits - Competitive salary. - Fully employer-paid health benefits; 75% employer-paid dental, vision, and life insurance; and 75% employer coverage for dependents. - 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.

Role Description A company's disaster recovery 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. As a Pre-Sales Solutions Architect at Arpio, you will play a pivotal role in our Go-to-Market team. This dynamic and rewarding position requires a mix of technical expertise, cloud infrastructure passion, and sales acumen. You will engage in both pre-sales and post-sales processes, collaborating closely with our account team to convert opportunities into success stories. In this role, you will serve as the technical lead between clients, partners, and our internal teams. You will be responsible for working alongside the sales team in delivering Proof of Concept (POC) engagements through the entire sales cycle; helping prospects understand not just what Arpio does, but why it is the right answer for their specific AWS and/or Azure environment. We move fast, hold ourselves accountable to outcomes, and treat every customer relationship as something worth protecting. If you are energized by solving hard technical problems, thrive in ambiguity, and want to help build a function from the ground up, we want to hear from you. Qualifications - Min. 5 years in a pre-sales, solutions engineering, or technical sales role in B2B SaaS - Hands-on experience with AWS and/or Azure, including architecture patterns such as Route 53, EC2 AMIs, RDS snapshots, S3 replication, multi-region failover, Azure Site Recovery, and Azure Backup - Strong technical depth in one or more of: cloud infrastructure, disaster recovery, backup and recovery, cybersecurity, data protection, or ransomware resilience - Demonstrated ability to lead technical evaluations and POCs from scoping through completion in enterprise or upper mid-market accounts, including RFPs, security questionnaires, and procurement documentation - Ability to consult and present at all levels, C-suite, infrastructure leads, security teams, procurement, and finance, including to channel partners - Experience with AWS and/or Azure co-sell programs and partner ecosystems - Familiarity with MEDDIC, Command of the Message, Challenger, or other structured enterprise sales methodologies - Experience selling into regulated industries such as financial services, healthcare, life sciences, retail, or manufacturing - Excellent verbal, written, and presentation skills with the ability to thrive in a fast-paced startup environment - Prior experience helping build a pre-sales function at a high-growth or early-stage company is a plus - Passion for staying current with cloud infrastructure and DR trends and a commitment to continuous learning Requirements - Contribute to regional sales, POC, and GTM strategy alongside New Logo and Strategic Growth AEs - Discover and create prospect-specific, quantifiable value statements that directly impact deals, translating RTO/RPO gaps, downtime costs, and ransomware exposure into business cases that resonate with both technical and economic buyers - Lead product demonstrations and POC engagements end-to-end, tailored to each prospect's AWS and/or Azure environment and resilience requirements - Respond to RFPs, security questionnaires, and enterprise procurement documentation with accuracy and speed - Listen first. Understand the customer's problem deeply before proposing a solution; respond quickly and communicate proactively throughout every evaluation - Develop and maintain working relationships with AWS and Azure field teams to support co-sell motions - Travel regionally to client sites as required - Work closely with Account Executives and internal stakeholders across product, marketing, and customer success - Feed technical insights, product gaps, and competitive intelligence back to product and engineering. Your field observations shape our roadmap - Help build the solutions engineering playbook from the ground up; your patterns become the foundation for future SE hires - Be a reliable member of the team, providing coverage and support to customers and peers when needed Benefits - 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

• Act as a trusted technical advisor for Arpio customers through all stages of their lifecycle including implementation, disaster recovery planning, and failover testing • Improve customer experience by participating in onboarding meetings, account reviews, and other sessions where you contribute expertise on technical topics. • Cultivate a deep understanding of customer environments, as well as their resilience goals in AWS & Azure, so as to provide clear and proactive technical guidance to ensure success. • Become an Arpio product expert; advising customers on the best ways to deploy the Arpio solution based on their unique requirements. • Leverage your product knowledge as well as your expertise in cloud and hybrid cloud engineering, networking, and resilience strategies to deliver timely and organized solutions for customers. • Serve as a technical voice of the customer in the product engineering lifecycle. • Identify and document product gaps to promote customer retention and satisfaction. • Accurately capture customer feature requests; collaborate with product and engineering stakeholders to define scope and relative priority. • Assist with technical troubleshooting and escalations of reported issues promptly and persistently. • Contribute to the Arpio customer base through knowledge-sharing activities such as contributing to internal and external documentation, answering technical Q&A, and helping iterate on best practices. • This role may require occasional travel to attend meetings with customers, conferences, and other industry events.

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. Who We Are 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. About the Role 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. What You’ll Do Run the Full Sales Cycle - 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 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 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 - You're honest with prospects and your team. You don't paper over deal risks or inflate your forecast — especially on the large, high-visibility deals where forecast accuracy matters most - You're patient with long cycles and energized by multi-stakeholder complexity. You know enterprise deals require sustained momentum, not just a sprint to close What We’re 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 and/or Azure field teams and partner ecosystems - Experience selling into regulated or mission-critical environments such as financial services, healthcare, life sciences, manufacturing, retail, or technology - Familiarity with MEDDIC, Challenger, Command of the Message, or structured enterprise sales methodologies - Prior success in startup or high-growth environments Personal Traits We Value - Hunter mentality with strong new logo instincts - Highly competitive with a strong drive to win - Results-oriented and accountable to outcomes - Naturally curious and able to learn technical concepts quickly - Strong relationship builder internally and externally - Resilient, disciplined, and coachable - Startup mentality with willingness to build process and create opportunity - High standards and strong professionalism What Success Looks Like - Consistently lands new enterprise and upper mid-market customers - Builds qualified pipeline through self-sourced and partner-generated opportunities - Develops productive co-sell relationships with AWS and Azure teams - Creates executive trust and urgency in competitive sales cycles - Delivers predictable bookings performance and accurate forecasts - Helps establish Arpio as a category leader in cloud disaster recovery and ransomware recovery Your Tool Kit - Salesforce - Gong - Salesloft / Outreach - ZoomInfo - LinkedIn Sales Navigator - Clari or forecasting platforms - Mutual action plan / deal management tools Bottom line: we are looking for a true new logo enterprise seller who can open doors, win strategic accounts, and accelerate Arpio’s growth through disciplined execution. Salary and 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

• Generate Pipeline by running high-volume, high-quality outbound via cold call, email, and LinkedIn targeting IT Directors, CISOs, and infrastructure owners • Build and execute personalized multi-touch sequences tailored to DR-specific pain (Disaster Recovery) • Qualify inbound leads quickly and accurately, routing the right opportunities to AEs with full context • Follow up on events, webinars, and content downloads to convert intent into booked meetings • Ask the questions that uncover real urgency like current RTO/RPO targets, compliance obligations, recent incidents • Map stakeholders across IT, security, and finance since DR decisions rarely live with a single person • Pass qualified meetings to AEs with documented pain points and relevant use cases • Log all activity accurately in the CRM (HubSpot/Salesforce) and maintain clean pipeline hygiene • Test messaging, track what resonates, and feed insights back to marketing and leadership • Share what’s working with messaging, objections, competitive intel • Help build the outbound playbook from the ground up.

Role Description 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. As our Strategic Growth Account Executive, you'll take warm pipeline from our Customer Success team and turn it 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 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 is a strategic account growth role focused on enterprise execution, customer trust, and long-term value creation. What You'll Do - Run the Full Sales Cycle - 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 - Navigate Complex Buying Groups - 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 - Sell with Domain Depth - 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 - Contribute to What We're Building - 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 How You Work - You take ownership of your pipeline end-to-end. You track your own deals, identify risks early, and ask for help before it's too late - You prepare thoroughly for every call. You know the prospect's business, their likely objections, and what a good outcome looks like before you dial - You're honest with prospects and with your team. You don't paper over deal risks or inflate your forecast - You're comfortable with the ambiguity of an early-stage company and energized by the chance to shape how things are done - You share what you learn from wins, losses, and the deals that went sideways, because that knowledge makes the whole team stronger Qualifications - 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 Personal Traits We Value - Hunter mentality inside an install base - Naturally curious and strong at uncovering white-space opportunities - Executive maturity and confidence - Results-oriented mindset focused on revenue outcomes - Strong collaborator with Customer Success, SEs, Alliances, and Leadership - Competitive drive with professionalism - Resilient, accountable, and coachable - Startup mentality with willingness to build and improve processes Tools - Salesforce - Gong - Salesloft / Outreach - ZoomInfo - LinkedIn Sales Navigator - Clari or forecasting platforms - Mutual action plan / deal management tools Preferred Experience - 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 What Success Looks Like - Expand Arpio footprint across existing enterprise customers - Identify and closes multi-team / multi-region growth opportunities - Build trusted executive relationships inside strategic accounts - Improve retention through deeper product adoption and value realization - Create referenceable customers and long-term partnerships - Deliver predictable expansion pipeline and revenue growth Salary and 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

• Your goal is to generate sales pipeline by delivering quality, qualified sales opportunities to the Account Executive team. • Lead identification: You’ll find every lead who is a good fit for Arpio. • Lead outreach: You’ll reach out to the lead promptly via cold calling and other relevant communication channels to schedule a meeting for the AEs. • Lead handoff: You’ll respond, qualifying leads to determine fit and readiness, and coordinate handoff to AEs, including scheduling the first meeting. • Build the Playbook: You’ll work cross-functionally with Sales, Marketing, Product, and other teams to shape our BDR messaging and prospecting approach. • Be Data-Driven: Maintain accurate CRM data and leverage sales tools to optimize workflow and measure performance.

• Craft and evolve compelling messaging that resonates with our key personas • Maintain a consistent narrative across channels • Partner with internal teams and external resources to ensure the website is clear, value‑driven, and conversion‑optimized • Continuously test and refine site messaging and structure to improve engagement and pipeline impact • Create and manage content (blog posts, one‑pagers, landing pages, case studies, webinars, etc.) that supports the buyer journey • Ensure all content clearly communicates customer outcomes • Develop collateral, battlecards, and training materials that empower sales and customer success • Monitor the competitive landscape and synthesize insights to shape positioning, pricing, and product strategy • Lead the planning and execution of go‑to‑market strategies for new features and product releases