Senior Director/VP, MGU Partnerships

Most of what makes American healthcare expensive isn’t medical care. It’s the machinery wrapped around it: middlemen taking a cut, fraud nobody stops, and billing systems designed to fight over payment instead of deliver care. The result is higher premiums, denied claims, surprise bills, and a system patients increasingly experience as adversarial. Arlo is rebuilding health insurance for small businesses from first principles: making sure as much of every premium dollar as possible goes to care instead of getting absorbed by the system around it. We do that by identifying fraud earlier, steering members toward higher-quality and lower-cost care, automating operational overhead, and eliminating vendors whose business exists mostly to take a cut. AI is the foundation that makes this work. We use it across underwriting, operations, clinical programs, and member experience to build an insurer that becomes more efficient as the technology improves. We’re already operating at meaningful scale: profitable, hundreds of millions in premiums, tens of thousands of members covered, and growing quickly through brokers, employers, and partners. Backed by Upfront Ventures, 8VC, and General Catalyst, with a team from Palantir, YC companies, and longtime healthcare operators. ABOUT THE ROLE We're looking for a strategic, relationship-driven Business Development Lead to own and grow our MGU stop-loss business with health plan and TPA partners. You'll be the primary point of accountability for partner success - driving revenue growth, strengthening relationships, improving plan performance, and ensuring issues get resolved quickly and completely. You'll report to Arlo’s VP of Sales and work cross-functionally with underwriting, analytics, clinical, and operations teams. You will be working closely with our innovative plan partners to collaboratively design and improve modern health plan designs. WHAT YOU WILL DO Grow revenue and expand partnerships - Drive revenue growth across existing client and partner relationships - Identify and execute on upsell, cross-sell, and expansion opportunities within the current book - Lead renewals and retention efforts to maximize long-term account value - Scope, onboard, and manage new program partnerships with TPAs and vendors Own relationships that matter - Serve as the day-to-day relationship owner for clients and partners - Act as the primary escalation point when issues arise Drive performance outcomes - Monitor account performance including loss ratio trends and utilization drivers - Partner with underwriting, analytics, and clinical teams to identify improvement opportunities - Proactively communicate performance insights and recommendations to clients and partners and ensure insights are being acted on Resolve problems end-to-end - Lead resolution of service, billing, eligibility, claims, and TPA-related issues - Coordinate across internal teams and external partners to drive timely outcomes - Ensure issues are documented, tracked, and closed with accountability WHAT WE'RE LOOKING FOR - Experience in business development, sales, relationship management, or partnership roles - Familiarity with TPAs and third-party service models - Strong understanding of client performance metrics and financial drivers - Comfortable managing complex, multi-stakeholder relationships and resolving issues under pressure - Excellent communication, organization, and follow-through Bonus points for: - Experience in employee benefits, health insurance, or related financial services - Exposure to loss ratio management, renewals, or plan performance reporting - Background in a growth-oriented sales organization Expected compensation is 130,000-160,000k base. 250,000 OTE WHY JOIN ARLO: - High ownership: You’ll get real responsibility from day one—our high-trust team empowers you to run with big problems and shape core parts of the company. - Join an important mission: Your work directly influences how people access care and improves lives at scale. - Growth & expansion: We’re moving fast, and as we grow, your scope will grow with us—new challenges, bigger opportunities, and rapid career velocity. - Apply AI to a problem that matters: Instead of optimizing ads or cutting labor costs, you’ll use AI to fundamentally reimagine how people get healthcare. - High pace, high collaboration: We operate with velocity, first-principles thinking, and a team that works closely, openly, and with ambition. Exact compensation inclusive of salary and any bonuses is determined based on a number of factors including experience and skill level, location, and qualifications which are assessed during the interview process. Arlo is an equal opportunity employer. We do not discriminate based on age, race, color, creed or religion, national origin, sexual orientation, gender identity or expression, military status, sex, disability, predisposing genetic characteristics, marital status, familial status, status as a victim of domestic violence, or arrest or conviction record, as defined under New York State law.