Sales Development Manager

Sales Development ManagerThis 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 AreModern enterprises run their most critical applications in complex, cloud-native environments, and the threats keep multiplying: outages, ransomware, bad actors, human error. Most disaster recovery tools stop at backing up data. We've built the next generation of cloud resiliency and disaster recovery for AWS and Azure with an automated, application-aware platform that recovers a company's entire application stack, not isolated resources, in under an hour. We protect production workloads for enterprises that cut across multiple industries like healthcare, financial services, and SaaS — the kind of companies that can't afford downtime.At Arpio, we believe great companies are built by people who take ownership, move with urgency, and consistently deliver results. We just closed our $15M Series A to expand into new clouds and build out our roadmap, which means we're growing the team right now, and your work will directly shape where we go next.This isn't simply another job. It's an opportunity to help build a company.About the RoleArpio's growth depends on a steady flow of qualified pipeline, and our SDR team is where that pipeline starts. As our Sales Development Manager, you'll own the company's outbound pipeline generation engine: the campaigns, the messaging, the SDR team that runs them, and the results. You'll lead a distributed team of SDRs who prospect into IT, security, and infrastructure leaders running workloads on AWS and Azure, and you'll be the central point of coordination between Sales, Marketing, Product Marketing, Alliances, and Customer Success, so every outbound campaign has a clear goal, the right accounts, strong content, and a follow-up plan. Every SDR on the team carries clear targets for daily activity and monthly Sales Qualified Leads (SQLs), and your job is to make sure the team hits them, month after month. Our sales cycle runs several months, so the pipeline your team builds this quarter becomes next year's revenue. You'll report to our Head of Marketing. This is a hands-on leadership role for someone who has built and run SDR teams and outbound programs before, and who knows how to hold people accountable while helping them get better.What You'll DoOwn outbound pipeline generation campaignsWork with executive leadership to turn company priorities into quarterly and monthly outbound campaign plans tied to revenue targets, AWS and Azure priorities, vertical markets, product launches, industry events, and competitive and expansion opportunitiesMake sure every campaign has defined objectives, a target audience and account list, messaging and content, SDR sequences, success metrics, an executive sponsor, and a follow-up planKeep a rolling 90-day campaign calendar, lead campaign planning across go-to-market teams, and run weekly campaign reviews to close gaps and adjust courseWork with Customer Success on expansion campaigns into our customer base, using customer success stories where they helpGive SDRs messaging that earns a responsePartner with Product Marketing and own the process for turning their content into SDR-ready outreach: email sequences, call guides, discovery questions, LinkedIn messaging, industry-specific messaging, event follow-up, and executive outreach templatesKeep the outbound playbook current, including personas, talk tracks, objection handling, and competitive campaigns, so messaging lands with both AWS and Azure buyersReport back to Product Marketing on what the field is seeing: response rates, common objections, competitive trends, and market shiftsHold the team accountable to its numbersSet clear targets for each SDR, starting with Execute actionable weekly account prospecting tactics to build interest in disaster recovery solutions and drive engagement with Arpio and track activity and results daily in HubSpot and NooksReview each rep's results against target every month and address misses early, through coaching or a formal performance plan, so the team hits its SQL target consistentlyTranslate company revenue goals into quarterly pipeline, SQL, and headcount targets for the team and for each repCoach SDRs to get better, fasterListen to live and recorded calls, give specific feedback, and run weekly one-on-ones and team call reviews, so connect and conversion rates improve quarter over quarterMake sure every SDR understands the business goal behind each campaign and can explain Arpio's value clearlyBuild onboarding and ramp plans that get new SDRs to full productivity quicklySet quarterly goals and hold career conversations with each rep, so strong performers grow and stayDeliver pipeline that Account Executives can closeRun weekly operating reviews with Sales leadership on pipeline performance, territory coverage and white space, enterprise account penetration, and upcoming campaigns, and agree together on priorities and resourcesReview booked meetings before they go to Account Executives, so each one carries documented pain points, stakeholders, and cloud environment, not just a calendar inviteMeet weekly with Account Executives on meeting quality, show rates, and handoff standards, so more SQLs become real opportunitiesRun campaigns with AWS, Microsoft, and partnersPartner with Alliances leadership on joint campaigns around AWS and Microsoft events, co-sell opportunities (including AWS ACE), marketplace deals, win wires, account mapping, and joint account planningWork with the demand generation and events teams so inbound, event, and partner-sourced leads get timely follow-up and become booked meetingsMeasure what works and report on itOwn measurement for all SDR and campaign activity, including campaign-sourced pipeline, campaign ROI, response, meeting, and opportunity rates, sequence performance, and SDR productivityUse the data to improve messaging, targeting, campaign design, and where the team spends its timeReport weekly to the Head of Marketing on activity, SQLs, Sales Accepted Leads, pipeline created, and conversion by source, with a plan for any gapsPresent results, recommendations, and outlook to executive leadership and for board reportingBuild the team and the systems behind itRecruit, interview, and hire SDRs who can meet the bar from day oneManage SmartLead, Waalaxy, and Nooks and keep HubSpot data clean, so the team spends its time selling and the numbers can be trustedBuild repeatable processes that keep campaign execution consistent from one quarter to the nextRun the SDR compensation plan, contests, and recognition so incentives reward the results the company needsHow We WorkAt 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, that looks like:Setting clear expectations, measuring against them every week, and addressing missed targets directly and earlyLeading by example: getting on the phones, listening to calls, and showing reps what great looks likeReporting results as they are, and bringing a plan when the numbers fall shortBuilding a team where reps compete hard, share what's working, and take feedback as a chance to growBringing Sales, Marketing, Product Marketing, Alliances, and Customer Success together around one plan, and making sure everyone knows their partWhat We're Looking ForAt least 8 years of experience managing distributed teams of SDRs or BDRs at a B2B SaaS companyA track record of meeting or