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