Sales Development Representative (SDR)

Arpio is building the next generation of disaster recovery for the cloud. As a Sales Development Representative, you will own the top of the funnel for a platform that protects businesses from catastrophic data loss, focusing on prospecting into IT and security teams and booking meetings that turn into real pipeline.

Responsibilities:

• Run high-volume, high-quality outbound via cold call, email, and LinkedIn, targeting IT Directors, CISOs, and infrastructure owners with a focus on Azure environments. There will be the opportunity to also work with AWS 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
• Ask the questions that uncover real urgency like current RTO/RPO targets, last DR test date, compliance obligations, recent incidents, and Azure cloud platform(s) — AWS, Azure, or both — 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
• Log all activity accurately in the CRM (HubSpot) 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, 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

Requirements:

• Minimum 2 years of SDR/BDR, inside sales, or quota-carrying outbound experience
• Proven comfort with outbound prospecting including phone, email, LinkedIn, and multichannel sequences
• Working knowledge of Azure cloud infrastructure (e.g., compute, storage, networking, Entra ID/Azure AD) sufficient to speak credibly with IT and security buyers about cloud resilience; AWS familiarity is a strong plus given our roots there
• Strong desire to build a long-term career in B2B SaaS sales
• Demonstrated ambition to progress into an Account Executive role through performance
• Highly competitive mindset with a strong drive to win and exceed goals
• Outstanding verbal, written, and interpersonal communication skills with the ability to educate and persuade diverse audiences
• Sales Tools: Salesloft / Outreach, ZoomInfo, LinkedIn Sales Navigator, Salesforce, and Gong
• Coachable, accountable, and receptive to direct feedback
• Organized, disciplined, and process-oriented
• Comfortable working in a fast-paced startup environment with evolving priorities
• High personal standards, urgency, and strong work ethic
• Prior experience prospecting into or selling to technical buyers in cloud infrastructure, security, or IT operations