Director of Strategic Accounts

About Arlo: At Arlo, we're passionate about creating innovative and reliable solutions that help people protect what matters most to them. Our team is dedicated to delivering products that exceed our customers' expectations, while always pushing the boundaries of what's possible in the world of protection technology. We believe that everyone deserves to feel safe and secure, whether they're at home or away, and we're committed to providing our customers with the peace of mind they need to live their lives without worry. Arlo’s deep expertise in AI- and CV-powered analytics, cloud services, user experience, product design, and innovative wireless and RF connectivity enables the delivery of a seamless, smart security experience for Arlo users that is easy to set up and interact with every day. 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. Core Responsibilities Commercial Ownership & Revenue Accountability 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 Account Governance & Delivery Architecture 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 Cross-Functional Leadership & Launch Readiness 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 Stakeholder Management & Executive Relationships 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 Qualifications & Experience 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 bo