[Remote] Director of Strategic Accounts

Note: The job is a remote job and is open to candidates in USA. Arlo Technologies, Inc. is dedicated to creating innovative solutions for security and protection. They are looking for an experienced commercial account director to manage strategic partnerships and ensure the successful delivery of their SaaS platform for smart security solutions.

Responsibilities

• Own full accountability for forecasted revenue and commercial outcomes across your partnership portfolio, with direct reporting visibility to Arlo senior leadership
• Build and maintain commercial models that track partnership performance against plan
• Define and negotiate commercial frameworks, SOW terms, and performance milestones that align partner commitments with Arlo’s revenue objectives
• Identify and develop opportunities to grow commercial scope within existing partnerships, deepening Arlo’s value proposition, driving retention, and expanding the engagement footprint
• Define and implement the governance model for how Arlo manages large strategic accounts — building a repeatable, scalable playbook covering stakeholder alignment, workstream management, escalation protocols, and performance reporting
• Own program governance structures across engineering, product, operations, legal, and commercial workstreams — ensuring Arlo can consistently deliver on complex, multi-year partner commitments
• Establish clear cross-functional accountability frameworks across all internal teams engaged on a given partnership: clear owners, timelines, and escalation paths, so that commitments made to partners are commitments kept
• Drive continuous improvement of Arlo’s partnership success model — capturing learning from each partnership cycle and building institutional best practice that others can apply and build on
• Drive cross-functional alignment across Engineering, Product, Marketing, Operations, and Legal to deliver on partnership commitments and ensure readiness for commercial launches
• Define and manage commercial timelines, dependencies, and escalations across multiple concurrent workstreams, maintaining pace and accountability throughout
• Ensure Arlo presents a single, consistent voice to its partners — with internal positions aligned and commitments validated before they reach the partner
• Design & deliver partnership success systems to enable Arlo to scale its partner delivery capacity without proportional increases in management overhead
• Build and maintain trusted relationships with C-suite and senior executive stakeholders at partner organizations
• Provide regular, structured updates to Arlo leadership on partnership health, revenue trajectory, launch progress, and risk and opportunity areas
• Operate effectively across technical and commercial contexts — translating engineering and product complexity into commercial clarity for executive audiences, and surfacing commercial context to technical teams
• Represent Arlo’s partner interests internally with authority, ensuring partner-facing commitments are understood and resourced across all contributing teams

Skills

• 10–15 years of experience in strategic partnerships, account management, or a related field — ideally in SaaS, IoT, smart home, or connected security
• Demonstrated track record of owning revenue outcomes in complex, high-value service provider partnerships — not just managing relationships, but holding and delivering against a commercial number
• Proven experience designing and implementing partnership success frameworks for large strategic accounts — with experience in building the operating model, not just working within one
• Proven track record delivering large-scale platform integrations or commercial programs in B2B2C or service provider environments
• Experience managing across multiple disciplines — engineering, product, operations, marketing, legal, and commercial — in a matrixed, cross-functional environment
• Strong executive presence — credible with C-suite and senior executive stakeholders both internally and at partner organizations, able to operate as a peer at the most senior levels
• Decisive and outcomes-oriented — able to assess situations quickly, build alignment, and drive action in fast-moving environments
• High levels of personal accountability and ownership; a self-starter who sets the standard for others and operates effectively with significant autonomy
• Experience in large-scale service provider environments (cable, MSO, security, or telco) is a requirement for this role, not a preference
• Bachelor's degree required; MBA or equivalent a plus
• Ability and willingness to travel up to 50%

Benefits

• Plus equity
• The total compensation package for this position may also include other elements, including bonus, equity, and a full range of benefits.
• Details of all benefits will be provided if an employee receives an offer of employment.
• We provide reasonable accommodations to applicants and employees with disabilities, who are pregnant or have a related medical condition, or who have sincerely held religious beliefs, observances, and practices.

Company Overview