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Head of Growth
Arlo
Sales & Business Development
New York, NY, USA · Remote
Posted on Sep 18, 2024
Arlo
At Arlo, we power health plan innovation. Our mission is to bring more affordable health insurance to small and medium-sized businesses across the US. We’re building a modern health insurance technology stack to help benefit innovators build better health plans — from innovative underwriting and risk analysis models to seamless API integrations with enrollment systems to cost containment data analytics. We enable third-party administrators, employee benefits consultants, and small group aggregators (PEOs, associations, etc.) to offer competitive, novel health insurance products. Our technology aligns incentives through better risk sharing, and we are unlocking value-based care in the commercial health insurance market.
Role
As Head of Growth, you will drive Arlo's go-to-market motion by building strategic partnerships with brokers and small-group aggregators such as PEOs, employer associations, etc. You will also be in charge of evolving Arlo's stated value proposition, finding strategic distribution channels, developing new sales initiatives (think broker incentive program, etc.), and maintaining relationships with our partners. This is Arlo's first sales hire, and this is what you can expect in the first 9-12 months:
- First 3-6 months: Lots of on-the-ground, hands-on work to get to know our partners and iterate on the go-to-market work - SDR support available, but it will involve a lot of direct sales effort. You will need to define core sales processes
- 6-9 months: Refine the sales process & Bringing on additional Sales people
- 9-12 months: It's Q4 - you and your team will be accountable for hitting Arlo's growth milestones!
Qualifications
- Health Benefits & Insurance Knowledge: You have deep experience in health insurance and self-funding and can competently explain concepts such as level-funding, agg and spec deductibles, and TLO. Ideally, you have worked in the health insurance/ benefits/ stop-loss industry for at least four years.
- Consultative Sales Capability: You can stand in front of a knowledgeable audience, competently educate them about Arlo's product, and break down complex insurance concepts so they can be easily understood.
- Hands-on mentality: While this role is very strategic and partnership sales is the focus, this is also our first sales role, so you will need to be okay with doing sales day-to-day work, from responding to inbound leads to prospecting.
- Autonomy: You like to work with a high degree of autonomy. You know how to break a complex problem down into tasks and how to prioritize what needs to be done first, and you can represent Arlo at conferences without much backup.
- Curiosity: You want to learn and grow - we will test for this in our interviews!
- Passion: You enjoy working on challenging problems and go above and beyond. You care about your work and enjoy being intellectually challenged. You want to solve problems in health care and insurance.
- Ownership & Strategic Thinking: You don't just want to drive leads in our CRM but want to shape our holistic go-to-market strategy through creative initiatives. You're thinking beyond the sales goals in how your work links with Arlo's mission.
What we offer
- A fast-paced environment with steep learning opportunity
- A collaborative team that's greatly motivated by our mission and the problems we work on
- The direct impact of your work on Arlo's business - our broker partnerships are core to our success, and we win or lose with the quality of our partners
- Ownership in the form of equity and employee revenue share
- ... and the usual tech startup benefits - 100%-paid health insurance benefits, free lunches in the office, fun company retreats, commuter benefits, etc.
Process
This is what you can expect when we like your application:
- 35 min Interview with Jan-Felix (CEO & Co-Founder)
- 35 min Interview with Karthik (CTO/ COO & Co-Founder)
- 60 min Resume interview (onsite in NYC)
- Go-to-market Case Study (Take home & 45 min interview to discuss this)
- 60 min Cultural/ Behavioral Interview (onsite in NYC)