Sales Development Representative (SDR)

Arpio; United States; On-site; USD 65,000 - 90,000; Full time

Benefits offered by this job

Equity

Remote-friendly environment

Healthcare coverage (personal)

Home office stipend

Unlimited PTO

Collaborative team

Opportunity to work on cloud tech

Job summary

Arpio is seeking a Sales Development Representative (Azure) to own top-of-funnel prospecting for a cloud disaster recovery platform. This full-time role offers remote US work or hybrid in Durham, NC, 2-3 days/week, with visa sponsorship not available.

You will target IT Directors, CISOs, and infrastructure owners, building multi-channel outreach to book early-stage meetings. Ideal candidates bring 2+ years in SDR/BDR, experience with outbound sequences, and familiarity with Azure cloud concepts.

Qualifications

• At least 2 years in SDR/BDR, inside sales, or quota-carrying outbound roles.
• Proven outbound prospecting across phone, email, LinkedIn.
• Knowledge of Azure cloud infrastructure to discuss with IT/security buyers; AWS familiarity is a plus.
• Experience selling to technical buyers in cloud infrastructure, security, or IT operations preferred.
• Strong desire to build a long-term B2B SaaS sales career.

Responsibilities

• Generate pipeline via high-volume outbound to IT Directors, CISOs, and Azure/AWS buyers.
• Build and execute multi-touch sequences tailored to DR pain points.
• Qualify inbound leads and route opportunities to AEs with context.
• Follow up on events and content to convert intent into booked meetings.
• Log activity in CRM (HubSpot) and maintain clean pipeline hygiene.
• Share insights with marketing and leadership to improve messaging.

Skills

SDR/BDR experience

Outbound prospecting

Azure familiarity

Cloud infrastructure

B2B SaaS sales

Tools

HubSpot CRM

Salesloft

Outreach

ZoomInfo

LinkedIn Sales Navigator

Salesforce

Gong

Job description

Sales Development Representative - Azure

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.

Behind the scenes, we are a small but mighty team (YC21) 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

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 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

Run Sharp Discovery

• 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

Build the Foundation

• 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

Must-Haves

• 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
• Prior experience prospecting into or selling to technical buyers in cloud infrastructure, security, or IT operations preferred
• Strong desire to build a long-term career in B2B SaaS sales

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. For this role it will look like this:

• 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

Salary & Benefits

• Competitive salary + Equity
• 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