Director of Strategic Accounts

Arlo Technologies•US - California, CA

3d•$170,000 - $220,000•Hybrid

About The Position

Arlo is looking for an experienced commercial account director to join our team supporting our growing portfolio of strategic accounts that use Arlo’s industry-leading SaaS platform to deploy smart security solutions. In this critical role, you will be the primary owner of Arlo’s most commercially significant partnerships — responsible not just for managing relationships, but for building the governance model and commercial operating framework through which Arlo delivers on its largest, most complex partner commitments. Sitting at the intersection of commercial strategy and program delivery, you will own the full partnership lifecycle: from commercial framework and launch readiness through to sustained performance and long-term growth. You will define how Arlo organizes and governs large strategic accounts — creating the repeatable playbook that scales — while maintaining direct accountability for the revenue outcomes, delivery execution, and relationship health of the partnerships in your portfolio. This role requires someone with demonstrated success managing enterprise accounts with a fast-growing book of business: managing complex, multi-workstream service provider partnerships at enterprise scale, owning a revenue number, and aligning cross-functional teams to deliver consistently and at scale.

Requirements

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
Ability and willingness to travel up to 50%

Nice To Haves

MBA or equivalent a plus

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