Sales Development Manager

Sales Development Manager

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

Modern 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 Role

Arpio'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 Do

Own outbound pipeline generation campaigns

• Work 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 opportunities
• Make 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 plan
• Keep a rolling 90-day campaign calendar, lead campaign planning across go-to-market teams, and run weekly campaign reviews to close gaps and adjust course
• Work with Customer Success on expansion campaigns into our customer base, using customer success stories where they help

Give SDRs messaging that earns a response

• Partner 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 templates
• Keep the outbound playbook current, including personas, talk tracks, objection handling, and competitive campaigns, so messaging lands with both AWS and Azure buyers
• Report back to Product Marketing on what the field is seeing: response rates, common objections, competitive trends, and market shifts

Hold the team accountable to its numbers

• Set 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 qand track activity and results daily in HubSpot and Nooks
• Review 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 consistently
• Translate company revenue goals into quarterly pipeline, SQL, and headcount targets for the team and for each rep

Coach SDRs to get better, faster

• Listen 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 quarter
• Make sure every SDR understands the business goal behind each campaign and can explain Arpio's value clearly
• Build onboarding and ramp plans that get new SDRs to full productivity quickly
• Set quarterly goals and hold career conversations with each rep, so strong performers grow and stay

Deliver pipeline that Account Executives can close

• Run 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 resources
• Review booked meetings before they go to Account Executives, so each one carries documented pain points, stakeholders, and cloud environment, not just a calendar invite
• Meet weekly with Account Executives on meeting quality, show rates, and handoff standards, so more SQLs become real opportunities

Run campaigns with AWS, Microsoft, and partners

• Partner 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 planning
• Work with the demand generation and events teams so inbound, event, and partner-sourced leads get timely follow-up and become booked meetings

Measure what works and report on it

• Own measurement for all SDR and campaign activity, including campaign-sourced pipeline, campaign ROI, response, meeting, and opportunity rates, sequence performance, and SDR productivity
• Use the data to improve messaging, targeting, campaign design, and where the team spends its time
• Report weekly to the Head of Marketing on activity, SQLs, Sales Accepted Leads, pipeline created, and conversion by source, with a plan for any gaps
• Present results, recommendations, and outlook to executive leadership and for board reporting

Build the team and the systems behind it

• Recruit, interview, and hire SDRs who can meet the bar from day one
• Manage SmartLead, Waalaxy, and Nooks and keep HubSpot data clean, so the team spends its time selling and the numbers can be trusted
• Build repeatable processes that keep campaign execution consistent from one quarter to the next
• Run the SDR compensation plan, contests, and recognition so incentives reward the results the company needs

How We 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, that looks like:

• Setting clear expectations, measuring against them every week, and addressing missed targets directly and early
• Leading by example: getting on the phones, listening to calls, and showing reps what great looks like
• Reporting results as they are, and bringing a plan when the numbers fall short
• Building a team where reps compete hard, share what's working, and take feedback as a chance to grow
• Bringing Sales, Marketing, Product Marketing, Alliances, and Customer Success together around one plan, and making sure everyone knows their part

What We're Looking For

• At least 8 years of experience managing distributed teams of SDRs or BDRs at a B2B SaaS company
• A track record of meeting or exceeding team SQL and pipeline targets, with results you can walk us through
• Experience planning and running multi-channel outbound campaigns with Marketing and Product Marketing, from account selection through follow-up
• Experience prospecting into technical buyers in cloud infrastructure, security, or IT operations; familiarity with AWS, Azure, disaster recovery, or backup is a strong plus
• Experience hiring, onboarding, and ramping SDRs, and managing underperformance through to resolution
• Strong command of sales development metrics (activity, connect rates, stage conversion, pipeline created, campaign ROI) and the ability to build reports and dashboards in HubSpot or a similar CRM
• Hands-on experience with dialers and sequencing tools such as Nooks, SmartLead, Outreach, or Salesloft
• Experience running joint campaigns with cloud or channel partners; familiarity with AWS ACE, Microsoft co-sell, or cloud marketplaces is a plus
• Clear, direct communication with reps, Account Executives, and senior leadership

Salary and Benefits

• Competitive salary + Equity, with variable compensation tied to team pipeline targets
• 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 status, genetic information, or any other characteristic protected by applicable law. We provide reasonable accommodations to applicants and employees with disabilities; if you need an accommodation during the application or interview process, let us know.