New Logo Account Executive
New
A
ArpioCloud Disaster Recovery
USFull-TimeMiddle
Salary not disclosed
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Job Details
- Experience
- 5+ years
- Required Skills
- AWSSalesforceAzure
Requirements
- 5+ years of quota-carrying B2B sales experience
- 3+ years in SaaS, cloud, infrastructure, cybersecurity, backup, resilience, or related enterprise technology
- Proven track record of exceeding new logo quota
- Consistently closing net-new business
- Experience prospecting and generating pipeline
- 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
- 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
- Experience 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
- Familiarity with MEDDIC, Challenger, Command of the Message, or structured enterprise sales methodologies
Responsibilities
- 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
- Lead product evaluations and POCs in partnership with solutions engineering
- Build and present business cases that resonate with both technical buyers and economic decision-makers
- Coordinate executive sponsorship from our leadership team
- Map and engage multiple stakeholders (IT Directors, CISOs, infrastructure leads, compliance officers, CFOs, General Counsel, Board-level Risk Committees)
- Identify and cultivate internal champions and economic sponsors
- Anticipate and address procurement, legal, and security review requirements early
- Manage deal timelines with rigor, using mutual action plans and executive business reviews (EBRs)
- Build account plans for each target logo, mapping the org, identifying expansion paths, and aligning internal resources
- Speak fluently about RTO, RPO, failover architecture, backup integrity, and ransomware recovery
- Use trigger events like infrastructure migrations, M&A activity, audit cycles, and public incidents
- Develop point-of-view conversations for each target vertical (e.g. financial services, healthcare, critical infrastructure)
- Accurately represent what the product can and can’t do
- Maintain rigorous CRM hygiene with multi-threaded stakeholder tracking and account-level forecasting
- Share deal insights, named-account patterns, and competitive intelligence
- Help develop enterprise proof points and reference customers
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