Business Development Lead - MGU Partner Business

Arlo 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: we’ve grown to $XXXM in premiums, cover tens of thousands of people, and see accelerating demand across brokers, employers, and partners. Backed by Upfront Ventures, 8VC, and General Catalyst, our team combines deep industry expertise (Palantir, YC) with the ambition to modernize a $1T market.

Business Development Lead - MGU Partner Business

About the Role

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.

What You Will Do

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

What We're Looking For

• 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

Bonus points for:

• 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

Expected compensation is 110,000-130,000 + OTE

Why Join Arlo:

• High 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.

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.

Arlo 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.