Manager/Director GTM Operations

About the Company

Arlo is rebuilding health insurance for small businesses from first principles. We use AI across underwriting, operations, clinical programs, and member experience to build an insurer that is more efficient and transparent, ensuring more premium dollars go toward actual care.

Responsibilities

• Build and maintain the sales playbook, including scripts, objection handling, and broker-specific talk tracks
• Own the onboarding process for new sales hires to accelerate productivity
• Run ongoing training programs and incorporate AI-based coaching tools
• Create and maintain sales collateral such as pitch decks, one-pagers, and case studies
• Own the CRM (HubSpot), including data quality, pipeline structure, and workflow automation
• Build and maintain dashboards for visibility into pipeline health and rep performance
• Manage and improve outbound tooling, sequencing, and lead routing

Requirements

• Experience as an early Sales or Rev Ops hire at a B2B company (20–100 employees)
• Proven ability to build sales operations and enablement systems from scratch
• Hands-on ability to create materials, configure workflows, and lead trainings
• Proficiency in building HubSpot workflows and writing sales scripts
• Strong analytical skills for building funnel dashboards and pipeline reporting
• Strong cross-functional communication skills

Preferred Qualifications

• Prior quota-carrying sales experience
• Experience in health insurance, employee benefits, or insurtech