Strategic Account Manager, Strategic Partnerships

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 multipl