Senior Sales Executive

Arlo is a world-leading SaaS company on a mission to revolutionize professional training. With customers in over 70 countries, over 7.5M people trained, and $3B in course transactions, Arlo is loved by thousands of trainers and millions of learners worldwide. Arlo’s all-in-one training management platform handles everything from course creation and scheduling to delivery and operations.

Arlo is a world-leading SaaS company on a mission to revolutionize professional training. With customers in over 70 countries, over 7.5M people trained, and $3B in course transactions, Arlo is loved by thousands of trainers and millions of learners worldwide. Arlo’s all-in-one training management platform handles everything from course creation and scheduling to delivery and operations. We believe human connection is at the heart of great learning.

By blending that philosophy with the latest in AI and e-learning technology, Arlo helps training providers save time, grow revenue, and deliver exceptional learning e, you’ll find a supportive team that trusts you to make an impact, gives you the freedom to grow, and the space to do your best work. We value clarity, ownership, and curiosity, and we’re not afraid to challenge ideas to reach the best outcome.

We work hard, move fast, and celebrate wins together. This role is a key part of Arlo’s next phase of growth. Global expansion, deepening our AI capabilities, and empowering a passionate community of training professionals shaping the future of learning.

As Senior Sales Executive, you carry the largest individual quota on the North America team and operate at a different level of deal complexity, strategic input, and market ownership. You personally close enterprise deals, help shape the regional go-to-market strategy, and drive the outbound motion that supports it.

North America is Arlo’s most significant growth opportunity, and this role won’t inherit a built machine - you’ll help build it. That calls for someone comfortable with both the discipline of execution and the ambiguity of a market that’s still taking shape.

The role doesn’t carry direct reports. It carries a bigger mandate and a harder set of deals instead. The Head of Sales remains accountable for the overall regional number; this role is accountable for the largest individual contribution to it.

• Achieve your individual MRR target each quarter
• Close new business across the full deal range, with a specific mandate to close deals above $1,500 MRR (NZD) that require complex commercial selling.
• Maintain a personal pipeline that provides sustainable quarterly and annual coverage, at minimum 2× quota in qualified open deals at all times
• Provide accurate monthly and quarterly forecasts and pipeline reporting to the Head of Sales

• Help translate the global sales strategy into a North America execution plan, covering target segments, outreach channels, messaging priorities
• Develop and maintain a point of view on segment prioritisation for North America - which verticals, deal sizes, and use cases to focus on, and why - informed by your direct market experience
• Provide ongoing intelligence to the Head of Sales on competitive dynamics, buyer behaviour, and market conditions affecting the regional strategy
• Partner with the Head of Marketing and Head of Product on GTM alignment, contributing to joint planning as a senior voice from the field
• Represent the voice of the North American buyer internally, sharing how prospects actually evaluate, object, and decide in this market

• Personally lead and close complex, multi-stakeholder deals, including RFPs, enterprise contracts, and…