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Arpio is a cloud resiliency and disaster recovery platform protecting enterprise workloads on AWS and Azure. The company recently closed a $15M Series A and is expanding rapidly.
As Sales Development Manager, you will own Arpio's outbound pipeline generation engine. You'll lead a distributed team of SDRs prospecting into IT, security, and infrastructure leaders, and serve as the central coordination point between Sales, Marketing, Product Marketing, Alliances, and Customer Success.
Key responsibilities:
**Campaign Ownership**: Turn company priorities into quarterly and monthly outbound campaigns tied to revenue targets, AWS/Azure priorities, verticals, product launches, and competitive opportunities. Ensure every campaign has defined objectives, target accounts, messaging, SDR sequences, success metrics, and follow-up plans. Maintain a rolling 90-day campaign calendar and run weekly campaign reviews.
**Messaging & Playbooks**: Partner with Product Marketing to convert content into SDR-ready outreach (email sequences, call guides, discovery questions, LinkedIn messaging, industry-specific templates). Keep the outbound playbook current with personas, talk tracks, objection handling, and competitive campaigns. Report field insights back to Product Marketing on response rates, objections, and market trends.
**Team Accountability**: Set clear activity and SQL targets for each SDR. Track daily activity and monthly results in HubSpot and Nooks. Review performance against targets monthly and address misses through coaching or formal performance plans. Translate company revenue goals into quarterly pipeline, SQL, and headcount targets.
**Coaching & Development**: Listen to live and recorded calls, provide specific feedback, and run weekly one-on-ones and team call reviews to improve connect and conversion rates. Build onboarding and ramp plans for new SDRs. Set quarterly goals and hold career conversations with each rep.
**Pipeline Quality**: Run weekly operating reviews with Sales leadership on pipeline performance, territory coverage, and enterprise account penetration. Review booked meetings before handoff to Account Executives to ensure documented pain points, stakeholders, and cloud environment details. Meet weekly with Account Executives on meeting quality and handoff standards.
**Partner Campaigns**: Collaborate with Alliances on joint campaigns around AWS and Microsoft events, co-sell opportunities (including AWS ACE), marketplace deals, and account mapping. Coordinate with demand generation and events teams on lead follow-up.
**Measurement & Reporting**: Own all SDR and campaign metrics including campaign-sourced pipeline, ROI, response rates, meeting rates, opportunity rates, sequence performance, and SDR productivity. Use data to improve messaging, targeting, and campaign design. Report weekly to Head of Marketing on activity, SQLs, Sales Accepted Leads, pipeline created, and conversion by source. Present results and outlook to executive leadership and board.
**Team Building & Systems**: Recruit, interview, and hire SDRs. Manage SmartLead, Waalaxy, and Nooks; maintain HubSpot data quality. Build repeatable processes for consistent campaign execution. Run SDR compensation plan, contests, and recognition programs.
You'll report to the Head of Marketing in a hands-on leadership role that requires building and running SDR teams, holding people accountable, and helping them improve.
**Requirements**:
- At least 5 years of sales experience with at least 2 years managing a distributed inside SDR team at a B2B SaaS company
- Track record of meeting or exceeding team SQL and pipeline targets with documented results
- 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 ability to build reports and dashboards in HubSpot or 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
