[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.ResponsibilitiesOwn full accountability for forecasted revenue and commercial outcomes across your partnership portfolio, with direct reporting visibility to Arlo senior leadershipBuild and maintain commercial models that track partnership performance against planDefine and negotiate commercial frameworks, SOW terms, and performance milestones that align partner commitments with Arlo’s revenue objectivesIdentify and develop opportunities to grow commercial scope within existing partnerships, deepening Arlo’s value proposition, driving retention, and expanding the engagement footprintDefine 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 reportingOwn program governance structures across engineering, product, operations, legal, and commercial workstreams — ensuring Arlo can consistently deliver on complex, multi-year partner commitmentsEstablish 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 keptDrive 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 onDrive cross-functional alignment across Engineering, Product, Marketing, Operations, and Legal to deliver on partnership commitments and ensure readiness for commercial launchesDefine and manage commercial timelines, dependencies, and escalations across multiple concurrent workstreams, maintaining pace and accountability throughoutEnsure Arlo presents a single, consistent voice to its partners — with internal positions aligned and commitments validated before they reach the partnerDesign & deliver partnership success systems to enable Arlo to scale its partner delivery capacity without proportional increases in management overheadBuild and maintain trusted relationships with C-suite and senior executive stakeholders at partner organizationsProvide regular, structured updates to Arlo leadership on partnership health, revenue trajectory, launch progress, and risk and opportunity areasOperate effectively across technical and commercial contexts — translating engineering and product complexity into commercial clarity for executive audiences, and surfacing commercial context to technical teamsRepresent Arlo’s partner interests internally with authority, ensuring partner-facing commitments are understood and resourced across all contributing teamsSkills10–15 years of experience in strategic partnerships, account management, or a related field — ideally in SaaS, IoT, smart home, or connected securityDemonstrated track record of owning revenue outcomes in complex, high-value service provider partnerships — not just managing relationships, but holding and delivering against a commercial numberProven experience designing and implementing partnership success frameworks for large strategic accounts — with experience in building the operating model, not just working within oneProven track record delivering large-scale platform integrations or commercial programs in B2B2C or service provider environmentsExperience managing across multiple disciplines — engineering, product, operations, marketing, legal, and commercial — in a matrixed, cross-functional environmentStrong 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 levelsDecisive and outcomes-oriented — able to assess situations quickly, build alignment, and drive action in fast-moving environmentsHigh levels of personal accountability and ownership; a self-starter who sets the standard for others and operates effectively with significant autonomyExperience in large-scale service provider environments (cable, MSO, security, or telco) is a requirement for this role, not a preferenceBachelor's degree required; MBA or equivalent a plusAbility and willingness to travel up to 50%BenefitsPlus equityThe 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 OverviewWe are a passionate and diverse group of thought leaders, creators, and developers across all disciplines dedicated to changing how people protect and connect with the people and things they love. It was founded in 2018, and is headquartered in Carlsbad, California, USA, with a workforce of 201-500 employees. Its website is https://www.arlo.com.