Account Executive - AWS

Account Executive - AWS

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. Aprio participates in the US Government's eVerify Program.

About the Role

As our Account Executive, you'll partner with our Sales Development Reps and actively generate your own pipeline to convert into closed revenue. You'll run the full sales cycle, from first call through technical evaluation, business case, and signature, selling to IT leaders and security teams across AWS environments who are accountable when things go wrong. This is a consultative, multi-stakeholder sale where the best outcome for the customer and the best outcome for the business are genuinely aligned.

This is not a transactional sales role. It's a critical growth role focused on enterprise execution, customer trust, and long-term account value. Bottom line: we're looking for an enterprise seller who knows how to turn customers into strategic accounts, and strategic accounts into major growth engines across our AWS customer base.

Run the Full Sales Cycle

• Own deals from strategic SDR, Customer Success, Executive referral handoff through close; running discovery, technical validation, stakeholder alignment, and contract negotiation often spanning 6–9 months
• Conduct deep discovery to expose the true cost of inadequate DR: unplanned downtime, regulatory penalties, reputational damage, failed audits — particularly in regulated, high-visibility, or publicly traded organizations
• Lead product evaluations and POCs in partnership with solutions engineering, often involving formal RFP/RFI processes, security reviews, and enterprise procurement cycles
• Build and present business cases that resonate with both technical buyers and economic decision-makers at the C-suite and board level
• Coordinate executive sponsorship from our leadership team to match the seniority of the buying group at target accounts

Navigate Complex Buying Groups

• Map and engage multiple stakeholders: IT Directors, CISOs, infrastructure leads, compliance officers, and CFOs, plus General Counsel and Board-level Risk Committees in heavily regulated logos
• Identify and cultivate internal champions and economic sponsors who can move deals forward when you're not in the room
• Anticipate and address procurement, legal, and security review requirements early, including third-party risk assessments, infosec questionnaires, and multi-stage legal redlines
• Manage deal timelines with rigor, using mutual action plans and executive business reviews (EBRs) to keep both sides accountable
• Build account plans for each target logo, mapping the org, identifying expansion paths, and aligning internal resources to the account

Sell with Domain Depth

• Speak fluently about RTO, RPO, failover architecture, backup integrity, and ransomware recovery, with enough depth to hold technical credibility in front of enterprise architecture review boards
• Use trigger events like infrastructure migrations, M&A activity, audit cycles, and public incidents, with particular attention to how these play out at enterprises with complex, multi-cloud, or hybrid environments
• Develop point-of-view conversations for each target vertical (e.g. financial services, healthcare, critical infrastructure) to lead with insight, not just product features
• Accurately represent what the product can and can't do; credibility with technical buyers is built on honesty, not overselling

Contribute to What We're Building

• Maintain rigorous CRM hygiene with multi-threaded stakeholder tracking and account-level forecasting, not just individual deal stage
• Share deal insights, named-account patterns, and competitive intelligence from enterprise evaluations — what you learn in the field makes everyone better
• Help develop enterprise proof points and reference customers — logo wins become the case studies and credibility that open the next door

How You Work

• You take ownership of your pipeline end-to-end — including multi-year account plans, not just open opportunities
• You prepare thoroughly for every call including executive briefings, board-level conversations, and formal presentations to procurement committees
• You're honest with prospects and your team. You don't paper over deal risks or inflate your forecast — especially on the large, high-visibility deals where forecast accuracy matters most
• You're patient with long cycles and energized by multi-stakeholder complexity — you know enterprise deals require sustained momentum, not just a sprint to close

What We're Looking For

Minimum Experience & Skills

• 5+ years of quota-carrying B2B sales experience with at least 3+ years in SaaS, cloud, infrastructure, cybersecurity, backup, resilience, or related enterprise technology
• Proven track record of exceeding new logo quota and consistently closing net-new business
• Experience prospecting and generating pipeline in addition to working company-sourced opportunities
• 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 from discovery through close
• 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

Preferred Experience

• 5+ years 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 field teams and partner ecosystems
• Experience selling into regulated or mission-critical environments such as financial services, healthcare, life sciences, manufacturing, retail, or technology
• Prior success in startup or high-growth environments

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, 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:

• Tracking your own deals, identifying risks early, and asking for help before it's too late.
• Preparing thoroughly for every call. You know the prospect's business, their likely objections, and what a good outcome looks like before you dial.
• Being comfortable with the ambiguity of an early-stage company, and energized by the chance to shape how things are done.
• Sharing what you learn from wins, losses, and the deals that went sideways, because that knowledge makes the whole team stronger.

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

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