Account Executive - Broker Channel

Job Description

Job Description

Most of what makes American healthcare expensive isn’t medical care. It’s the machinery wrapped around it: middlemen taking a cut, fraud nobody stops, and billing systems designed to fight over payment instead of deliver care. The result is higher premiums, denied claims, surprise bills, and a system patients increasingly experience as adversarial.

Arlo is rebuilding health insurance for small businesses from first principles: making sure as much of every premium dollar as possible goes to care instead of getting absorbed by the system around it. We do that by identifying fraud earlier, steering members toward higher-quality and lower-cost care, automating operational overhead, and eliminating vendors whose business exists mostly to take a cut.

AI is the foundation that makes this work. We use it across underwriting, operations, clinical programs, and member experience to build an insurer that becomes more efficient as the technology improves.

We’re already operating at meaningful scale: profitable, hundreds of millions in premiums, tens of thousands of members covered, and growing quickly through brokers, employers, and partners. Backed by Upfront Ventures, 8VC, and General Catalyst, with a team from Palantir, YC companies, and longtime healthcare operators.

About the Role

We are seeking a motivated and experienced Account Executive to drive broker relationships and sell our level-funded health plan solutions. This role is critical to Arlo’s growth, responsible for educating brokers about our plans, building trust, and helping them guide their clients toward choosing Arlo. In this role, you will be responsible for:

• Broker Outreach and Relationship Building: Develop and maintain relationships with health insurance brokers in your assigned territory. Educate them on Arlo’s level-funded health plan solutions and value propositions.

• Sales Execution: Meet or exceed sales targets by driving broker engagement and supporting them in client discussions to close deals.

• Market Development: Identify new brokers and market opportunities. Expand Arlo’s presence in underrepresented regions or sectors.

• Support and Collaboration: Partner with internal teams, including underwriting and implementation, to ensure smooth onboarding for clients. Serve as the point of contact for broker questions and concerns.

• Territory Management: Effectively manage your assigned territory, including scheduling meetings, attending broker events, and managing travel.

• Reporting and CRM Usage: Maintain up-to-date records in the CRM system and provide regular reports on broker activity, pipeline, and sales performance.

What We Are Looking For

• Proven experience in health insurance sales or related insurance field (benefits, P&C, etc.), with a focus on working with brokers.

• Strong understanding of level-funded plans or related health insurance products

• Exceptional interpersonal and communication skills, with a talent for building trust and credibility.

• Highly motivated, self-directed, and comfortable working in a fast-paced, remote environment.

• Proficiency with CRM tools (e.g., Salesforce, HubSpot) and virtual meeting platforms.

• Willingness to travel within your assigned territory up to 50% of the time.

• Bonus: Existing broker relationships in the small-to-mid-sized employer market.

• Bonus: Familiarity with third-party administrators (TPAs) and their role in the health benefits ecosystem.

Process

This is what you can expect when we like your application:

1. 20 min Initial Screen

2. 30 min Interview with Jake Sopko, Regional Vice President, Sales

3. 30 minute mock Sales Pitch with Tim Mulvihill, Vice President, Sales

4. 30-45 min Final Interview with Jan-Felix Schneider, Co-Founder and CEO

Target Compensation Range

$65,000 - $120,000 + additional performance and commission based compensation

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.

Your safety matters to us. If you're selected to move forward in our hiring process, you'll hear directly from a member of our Recruiting team via an @joinarlo.com email address. We will never ask for personal or financial information outside of our formal onboarding process. When in doubt, please reach out to us to verify at: [email protected].