Note: The job is a remote job and is open to candidates in USA. Arpio is hiring a Sales Development Manager to lead its outbound pipeline generation engine and distributed SDR team. The role owns campaign planning, messaging, team performance, coaching, pipeline measurement, and coordination with Sales, Marketing, Product Marketing, Alliances, and Customer Success.
Responsibilities
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- 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
Skills
- Please note that we unfortunately cannot sponsor H1B visas at this time
- 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
- 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
- Clear, direct communication with reps, Account Executives, and senior leadership
- Familiarity with AWS, Azure, disaster recovery, or backup is a strong plus
- Familiarity with AWS ACE, Microsoft co-sell, or cloud marketplaces is a plus
Benefits
- Equity
- Variable compensation tied to team pipeline targets
- Arpio will cover 100% of your personal medical premiums
- Arpio will cover 100% of your life insurance premium
- Arpio will cover 75% of your personal premiums for vision and dental
- 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
- Full-time remote employment within the US or hybrid in the Durham, NC office 2-3 days/week
Company Overview