Senior Manager, Monetization Strategy & Operations

About the Role

Monetization owns how Caribou earns from every customer we help. We decide which products we offer, to whom, and at what price, while managing the partners and lender terms behind them. Today that means vehicle protection products like vehicle service contracts and GAP, sold through our sales team and digital channels. Next, it means new products that serve vehicle owners whether or not they refinance with us.

In this role, you'll run Caribou's vehicle protection business, a business that touches every loan we fund. You'll own how much we sell and how much we earn on each sale, and you'll manage the partners who provide those products. That means deciding what to test and change, from how our sales team presents products to what we pay our partners, and holding yourself accountable to the results.

You won't be starting from scratch. You'll inherit a working business with strong data, established partners, and clear visibility into what's driving performance. Your job is to keep growing it: more customers protected, and more value earned on every loan.

What You'll Do

• Own the numbers. You're accountable for how many protection products customers add to each loan and how much we earn across our F&I business.
• Build new ways to sell. Design and launch changes to how our sales team and digital experience present products, set clear success criteria up front, and scale or stop based on results.
• Analyze it yourself. Write the SQL, read the experiments, and find what's driving performance, then turn it into what we do next.
• Partner with our product providers. Run the relationships day to day, review performance monthly, resolve issues, and negotiate better rates.
• Lead through others. Partner with Sales, Enablement, Product, Analytics, and Lender Success to put your plans into action.

What Success Looks Like

• In your first 90 days: You're running the business day to day: leading partner reviews, tracking weekly performance, and launching your first sales initiatives on your own.
• In your first 6 months: You've grown how many products customers add and how much we earn on each loan, through changes you designed and results you can clearly show.
• Ongoing: You're the owner of Caribou's protection business. You set the plan, make the calls, and grow it quarter over quarter, while customers stay confident in what they're buying.

This is the first business line owner role on the Monetization team, and the model for how we'll run every new product line we launch. As the business grows, so does the scope.

Location

Candidates are welcome to work remotely from the states of AZ, CO, DC, IL, MD, TX, and VA with a preference for the Chicago IL and Denver CO areas.  Caribou does provide the option to work in-office or hybrid from our Denver, CO or Chandler, AZ offices.  We may consider remote candidates in CA, FL, MA, NY, OR, WA, and WI, subject to additional approval. Eligibility by state is subject to change.  

This role may require attendance at occasional in-person team meetings in our Denver, CO office.

About You

You, like us, are driven to achieve your goals. At Caribou, we have just three core values: Give a damn. Velocity. Make the assist. We’re motivated. We race towards our goals. And we help each other along the way. 

• You have 5–8 years of experience in strategy and operations, business operations, or general management, ideally in fintech, lending, or a marketplace business. F&I experience is a plus but not required.
• You do your own analysis. You write your own SQL, build your own tracking, and know how to design an experiment and read the results.
• You've owned a number and moved it. You have a track record of driving results, not just reporting on them.
• You know how sales teams work. You understand how training, coaching, and incentives change what happens on a sales call, and you're comfortable working closely with a contact center.
• You can manage partners. You can run a business review, hold partners accountable to the terms they agreed to, and negotiate better ones.
• You communicate clearly. You can write a doc that gets to a decision and bring cross-functional partners along with you.

Bonus Points for…

• Direct experience with vehicle protection products (VSC, GAP) or the providers behind them
• Startup experience owning a business line or P&L end to end
• Fluency with AI tools like LLMs to speed up analysis and writing

How we will take care of you

Everyone at Caribou is a valued team member. Our compensation and benefits package includes: 

• Competitive compensation: $122k - $153k
• Eligible for annual performance-based Incentive
• Equity options 
• 401(k) retirement plan
• Generous paid time off including Flexible Time Off (FTO) for all employees and 100% paid parental leave for all parents
• Exceptional benefits including highly subsidized medical, dental, and vision plans, and fully company-paid mental health, disability, and basic life insurance
• Optional benefits to suit your individual circumstances such as HSAs (with Caribou HSA contributions), FSAs, supplemental life and health, legal, and pet insurance
• Up to $1,000 per year for eligible professional development expenses
• Employee referral program