Sales Development Representative (SDR)

Job description

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. Arpio participates in the US Government's eVerify Program. Who We Are Arpio is building the next generation of disaster recovery (DR) 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 cloud infrastructure across AWS and Azure from catastrophic downtime. About the Role Most companies don't think seriously about disaster recovery…until they have to. Ransomware hits. A cloud region goes dark. An audit looms. That's where we come in. As an Arpio SDR, you'll own the top of the funnel for a platform that protects businesses from catastrophic data loss across both AWS and Azure environments. You'll prospect into IT and security teams, surface the gaps in their current backup posture, and book meetings that turn into real pipeline. This is a role with real ownership and real influence on how we grow. Your work directly funds our next stage of growth. What You'll Do Generate Pipeline Run high-volume, high-quality outbound via cold call, email, and LinkedIn, targeting IT Directors, CISOs, and infrastructure owners across AWS and Azure environments Build and execute personalized multi-touch sequences tailored to DR-specific pain (Disaster Recovery): ransomware exposure, compliance deadlines, migration risk, and multi-cloud complexity 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 Expectations: Maintain high daily call volume (150+ dials/day) and optimal call time to consistently achieve a target of 6 Sales Qualified Leads (SQLs) per month Run Sharp Discovery Ask the questions that uncover real urgency like current RTO/RPO targets, last DR test date, compliance obligations, recent incidents, and which cloud platform(s) house their critical workloads 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, stakeholder context, and relevant use case, not just a calendar invite; take end-to-end relationship ownership with Account Executives by attending booked meetings and driving joint success Build the Foundation Log all activity accurately in the CRM (HubSpot), maintain clean pipeline hygiene, and produce weekly reports detailing top-of-the-funnel additions and outbound activity campaigns to drive self-accountability Test messaging, track what resonates, and feed insights back to marketing and leadership Share what's working with messaging, objections, competitive intel, because the whole team moves faster when knowledge isn't siloed Help build the outbound playbook from the ground up — including messaging that speaks credibly to Azure buyers as well as AWS buyers Must-Haves Experience & Background Minimum 1.5 years of SDR/BDR, inside sales, or quota-carrying outbound experience in a SaaS B2B environment Prior experience prospecting into or selling to technical buyers in cloud infrastructure, security, or IT operations Working knowledge of cloud infrastructure (e.g., compute, storage, networking) sufficient to speak credibly with IT and security buyers about cloud resilience; AWS or Azure familiarity is a strong plus Skills & Competencies Proven comfort with outbound prospecting including phone, email, LinkedIn, and multichannel sequences Outstanding verbal, written, and interpersonal communication skills with the ability to educate and persuade diverse audiences Proficiency with sales tools: HubSpot, Nooks, SmartLead, Walaxy (for LinkedIn automation) Strong grit and analytical skills to evaluate outreach metrics, understand performance drivers, and optimize prospecting actions independently How You Work 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, speak honestly and openly, 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 that's how you like to work, you'll fit in well here. In this role it’s especially important that you: Demonstrate grit and determination, with a willingness to embrace and navigate challenging situations with a strong drive to win and exceed goals Are coachable, accountable, receptive to direct feedback, organized, and disciplined Are comfortable working in a fast-paced startup environment with high personal standards, urgency, and strong work ethic Salary & Benefits Competitive salary + Equity: Base Salary plus Commission for each Sales Qualified Lead (SQL), Lead Kicker: A 25% kicker added on top of the SQL rate for any leads generated beyond 6, Monthly Champion Bonus, and Quarterly Champion Bonus if an SDR leads all three months of a quarter 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 won't 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.