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about 2 months ago
Requirements and responsibilities
About the RoleWe’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 DoGrow revenue and expand partnershipsDrive revenue growth across existing client and partner relationshipsIdentify and execute on upsell, cross-sell, and expansion opportunities within the current bookLead renewals and retention efforts to maximize long-term account valueScope, onboard, and manage new program partnerships with TPAs and vendorsOwn relationships that matterServe as the day-to-day relationship owner for clients and partnersAct as the primary escalation point when issues ariseDrive performance outcomesMonitor account performance including loss ratio trends and utilization driversPartner with underwriting, analytics, and clinical teams to identify improvement opportunitiesProactively communicate performance insights and recommendations to clients and partners and ensure insights are being acted onResolve problems end-to-endLead resolution of service, billing, eligibility, claims, and TPA-related issuesCoordinate across internal teams and external partners to drive timely outcomesEnsure issues are documented, tracked, and closed with accountabilityWhat We're Looking ForExperience in business development, sales, relationship management, or partnership rolesFamiliarity with TPAs and third-party service modelsStrong understanding of client performance metrics and financial driversComfortable managing complex, multi-stakeholder relationships and resolving issues under pressureExcellent communication, organization, and follow-throughBonus points for:Experience in employee benefits, health insurance, or related financial servicesExposure to loss ratio management, renewals, or plan performance reportingBackground in a growth-oriented sales organizationWhy Join ArloHigh 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.CompensationExpected compensation is 130,000-160,000k base. 250,000 OTE. 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.About ArloArlo is rebuilding health insurance from the ground up using AI. The healthcare experience today is expensive, confusing, and often so frustrating that people delay the care they need. We’re changing that by reimagining what a health plan should be: a proactive partner that enables health rather than denying it.Our AI-native platform delivers continuous, personalized support for members—helping them navigate benefits, schedule appointments, access high-quality care, and avoid financial fear. Powered by the industry’s most advanced risk-pricing engine, Arlo is already scaling fast.Backed by Upfront Ventures, 8VC, and General Catalyst, our team combines deep industry expertise (Palantir, YC) with the ambition to modernize a $1T market.Equal opportunityArlo 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.
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