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Arlo Logo Arlo · Sales

Senior Director/VP, MGU Partnerships

· Job Posted February 18, 2026
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Job Description

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.

Job Responsibility

  • 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

Requirements

  • 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

Nice to have

  • 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

What we offer

  • High ownership
  • Join an important mission
  • Growth & expansion
  • Apply AI to a problem that matters
  • High pace, high collaboration
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