Pre-Sales Solutions Architect - Azure

This role is eligible for full-time remote employment within the US, or Hybrid with 2-3 days in our Durham, NC office. Please note that we unfortunately cannot sponsor H1B visas at this time. Arpio participates in the US Government's eVerify program.

Arpio is building the next generation of disaster recovery for the cloud.

Modern enterprises run their most critical applications in complex, cloud-native environments, and the list of threats to those applications keeps growing: outages, ransomware, bad actors, and plain human error. We know resilience is about more than just backing up data, so we built a best-in-class SaaS platform that delivers automated, application-aware disaster recovery across both AWS and Azure, recovering the entire application stack rather than isolated resources.

Behind the scenes, we're a small but mighty team (YC21, Series A-backed) who love tackling hard problems and learning new things. We're fired up about building an innovative product and company from the ground up

A company’s disaster recovery plan is only ever tested twice: during a drill, and during an actual disaster. Most organizations quietly know their plan is inadequate. They just haven’t had to find out the hard way yet.

As a Pre-Sales Solutions Architect focusing on Azure, you will play a pivotal role in our Go-to-Market team. This dynamic and rewarding position requires a mix of technical expertise, cloud infrastructure passion, and sales acumen. You will engage in both pre-sales and post-sales processes, collaborating closely with our account team to convert opportunities into success stories.

In this role, you will serve as the technical lead between clients, partners, and our internal teams. You will be responsible for working alongside the sales team in delivering Proof of Concept (POC) engagements through the entire sales cycle; helping prospects understand not just what Arpio does, but why it is the right answer for their specific Azure environment.

We move fast, hold ourselves accountable to outcomes, and treat every customer relationship as something worth protecting. If you are energized by solving hard technical problems, thrive in ambiguity, and want to help build a function from the ground up, we want to hear from you.

• Contribute to regional sales, POC, and GTM strategy alongside New Logo and Strategic Growth AEs
• Discover and create prospect-specific, quantifiable value statements that directly impact deals, translating RTO/RPO gaps, downtime costs, and ransomware exposure into business cases that resonate with both technical and economic buyers
• Lead product demonstrations and POC engagements end-to-end, tailored to each prospect's Azure environment and resilience requirements
• Respond to RFPs, security questionnaires, and enterprise procurement documentation with accuracy and speed

• Listen first. Understand the customer's problem deeply before proposing a solution; respond quickly and communicate proactively throughout every evaluation
• Develop and maintain working relationships with field teams to support co-sell motions
• Travel as required

• Work closely with Account Executives and internal stakeholders across product, marketing, and customer success
• Feed technical insights, product gaps, and competitive intelligence back to product and engineering. Your field observations shape our roadmap
• Help build the solutions engineering playbook from the ground up; your patterns become the foundation for future SE hires
• Be a reliable member of the team, providing coverage and support to customers and peers when needed

The way we work matters as much as what we deliver. We look for people who hold themselves to a high standard, take ownership without being asked, and treat customers and teammates with honesty and respect, especially when conversations are direct or difficult.

• You prepare before every call. You know the prospect’s stack, their likely concerns, and what a successful POC looks like before you join the meeting
• You are honest about what the product can and cannot do. Your credibility with technical buyers is your most valuable asset — you don’t oversell
• You own the outcome. You track your own work, identify risks early, and ask for help before it’s too late
• You execute with urgency and diligence, every customer, every deal, and every day counts
• You share what you learn. Wins, losses, and near-misses all make the team better when knowledge isn’t siloed
• You assume positive intent in interactions with colleagues and customers, and you welcome direct feedback as an opportunity to grow
• You are comfortable with the ambiguity of an early-stage company and energized by the chance to shape how things are done

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.

• Min. 5 years in a pre-sales, solutions engineering, or technical sales role in B2B SaaS
• Hands-on experience with Azure disaster recovery architecture, including Azure Site Recovery, Azure Backup, geo-redundant storage (GRS/RA-GRS), paired regions, Azure Traffic Manager or Front Door for failover routing, and database failover options such as Azure SQL failover groups. Comfortable discussing RTO/RPO trade-offs and multi-region resilience patterns with customers.
  
• Strong technical depth in one or more of: cloud infrastructure, disaster recovery, backup and recovery, cybersecurity, data protection, or ransomware resilience
  
• Demonstrated ability to lead technical evaluations and POCs from scoping through completion in enterprise or upper mid-market accounts, including RFPs, security questionnaires, and procurement documentation
  
• Ability to consult and present at all levels, C-suite, infrastructure leads, security teams, procurement, and finance, including to channel partners
  
• Experience with Azure co-sell programs and partner ecosystems
  
• Familiarity with MEDDIC, Command of the Message, Challenger, or other structured enterprise sales methodologies
  
• Experience selling into regulated industries such as financial services, healthcare, life sciences, retail, or manufacturing
  
• Excellent verbal, written, and presentation skills with the ability to thrive in a fast-paced startup environment
  
• Prior experience helping build a pre-sales function at a high-growth or early-stage company is a plus
  
• Passion for staying current with cloud infrastructure and DR trends and a commitment to continuous learning