Product Manager Monetization

Pennylane SAS; United States; Remote; USD 95,000 - 151,000; Full time

Benefits offered by this job

Remote-first

Office in Paris

Health insurance

Job summary

Pennylane ищет Product Manager для фокусирования на монетизации и росте в финтех-экосистеме для малого бизнеса и бухгалтерских фирм во Франции и Европе. Роль подразумевает использование SQL и Amplitude, работу с дорожной картой продукта и эксперименты для увеличения MRR.

Возможна удаленная работа из Франции с офисом в Париже; гибридный/удаленный формат, ориентированность на результаты и тесное взаимодействие с кросс-функциональными командами.

Qualifications

• Опыт монетизации в B2B SaaS/фреймворках freemium.
• Умение строить и оценивать гипотезы монетизации и пути клиентов.
• Опыт работы с аналитикой данных и инструментами визуализации.

Responsibilities

• Определять и реализовывать стратегию монетизации и роста продуктов.
• Разрабатывать OKRs и дорожную карту в тесном сотрудничестве с командами дизайнеров и инженеров.
• Проводить пользовательские исследования, анализировать данные и управлять циклами экспериментов.

Skills

Монетизация

Рост

Data-driven

SQL

Amplitude

Product management

Эксперимент design

Education

Bachelor's degree in a relevant field

Tools

Amplitude

SQL

Job description

Описание

We aim to become the most beloved financial Operating System of French SMEs and Accounting Firms (and soon, European ones). We help entrepreneurs rid themselves of time-consuming tasks related to accounting and finance while providing them with access to key financial information to assist in making the best decisions for their business. Pennylane is one of the fastest growing Fintechs in France (and soon to be in Europe!) In 5 years of existence, we've managed to:

• Make ourselves known as a groundbreaking accounting and financial software for small businesses and their accountants
• Raise a total of €225 millions, including from Sequoia, the famous fund from the Silicon Valley who invested early in companies like Google, Facebook, Airbnb, Stripe, Paypal and much more...
• Grow from 7 cofounders to 850+ happy Pennylaners: we're now recognized as one of the greatest places to work in France (and also remotely), with a 4.6/5 rating on Glassdoor.
• Build an international environment with more than 25 nationalities, with a strong remote-friendly culture, where 30% of the employees are already working from all parts of Europe
• Earn the trust of thousands of customers and accounting firms and obtain outstanding ratings
• Already more than 700,000 small and medium-sized enterprises (SMEs) and over 4,500 accounting firms use Pennylane in France!

Why this position is of utmost importance to reach our mission

At Pennylane, the product is at the heart of how we grow: it is where our customers discover value, adopt it, and decide to go further with us. Every month, thousands of SMEs join Pennylane, on their own or through their accountant, and the e-invoicing reform is accelerating this momentum. Our ambition is that each of them quickly finds the value that fits their business, and grows with Pennylane as their needs evolve. Helping SMEs discover, adopt and upgrade to the right plan is one of the biggest levers for Pennylane's growth in the coming years. As a product-led company, this happens in the product, at the right moment, for the right company. That is the job. You'll shape this scope from the ground up, with a highly strategic role at the heart of our SME growth and a great opportunity to put your skills and ideas to good use.

Задачи

The free-to-paid journey for SMEs: how they discover paid value, when and where an upgrade is proposed, and how they buy (plan upgrade, additional seats, add-ons, opening a Pro Account). The shared upgrade surfaces: paywalls, upsell moments and upgrade guidelines, for a consistent upgrade experience across the product. A clear monetisation outcome: product-driven upgrades and MRR, with a baseline, targets and decision rules you define and steer. We believe monetisation should come from delivering more value, not from restricting it.

How you will contribute to the company as a PM

As a Product Manager, you'll be part of a 100+ people Product organisation, supported by an engineering team of more than 300 people. You'll spend an extensive amount of time understanding why SMEs pay, or don't. You will interview them, conduct user research and dig into our data yourself (SQL, Amplitude, Metabase) to understand where value is felt and where the upgrade journey breaks. You'll run monetisation as an experiment-led practice: one cohort, one hypothesis, a metric and a stop criterion defined upfront. Weekly hypothesis testing rather than long shaping cycles. You scale, change or stop, and a negative result is still a result. With those insights and the company's objectives in mind, you'll be empowered to define your OKRs and your roadmap. You'll work hand in hand with a Product Designer and Product-centered engineers. You will start with small steps (we like the MVP approach!) and will follow-up on the implementation and future iterations. For us, achieving a common goal matters more than just building features. You'll work closely with the PMs who own each product scope (invoicing, expenses, banking, etc.). They own their jobs to be done; you bring the monetisation lens and the shared upgrade surfaces, and help them place the right paid moment in their flows. Much of your impact comes from influence without authority. You'll measure the impact of what we ship and to align on what we push, to whom, and when.

What you can expect from your life at Pennylane

Within one month

You’ll learn everything about our company, our teams, and our vision during the first onboarding week.

You’ll familiarize yourself with the product, the accounting industry and the accountant channel (you will have access to a lot of documentation and will attend trainings organized by your peers).

You’ll understand our current funnel: where SMEs come from, which plans they are on, and what already converts today.

You’ll get a very deep knowledge of our Product organization, methods, and culture.

Within 3 months

You’ll have built a clear view of the monetisation funnel on at least one priority segment.

You’ll have shipped and read your first experiments on upgrade moments, hand-in-hand with Product Designers and Engineers.

You’ll have impacted positively at least one OKR.

You will have set up your continuous discovery routine and will be ready to build your roadmap.

Within 6 months

You’ll be autonomous at defining your OKRs and your roadmap.

You’ll have built a shared approach to upgrade surfaces, used by several squads.

You’ll keep having a strong impact via iterations on the solutions you’ve shipped.

You’ll share your learnings and playbooks so that other squads can run monetisation experiments on their own.

And beyond

Multiple opportunities to recruit and mentor new PMs.

Increased responsibilities in project leadership, and in shaping how monetisation is organised as the team grows.

Responsibilities to think of and implement new processes, tools and best practices to make sure that your team works even smoother.

Требования

• You’ll be able to work fully from your home or any co-working space in France, or from our wonderful office in the center of Paris
• You’ll get 10 additional days off (to the 25 standard ones) to rest and do what you love each year
• You’ll have lunch credits (Swile card) to buy your favorite food every day
• You’ll have a great healthcare cover (Alan Blue) to take care of yourself and your family
• We're working on providing those last advantages to our people based outside of France as well, but it can be quite more complex depending on different countries.

What does the recruitment process look like?

You will first have a general chat with a Talent Acquisition Manager (45 min).

You’ll then have a discussion with 1 member of our Product team to assess the fit and the Product culture (45 min).

You’ll then pass a live case study on a monetisation problem with 2 PMs from our team (1h15).

You’ll have a final round with Tancrède (our CPO) and a Group PM or a Head of Product (60 min).

We make sure we move fast; you can expect the recruitment process with us to last between 15 and 25 days in total.

Who are we looking for?

Proven experience on monetisation, conversion or growth in a freemium or self-serve B2B SaaS (free-to-paid, upgrade, expansion), with results you can measure.

Experiment-led mindset: you turn a problem into testable hypotheses, design clean experiments (cohort, metric, stop criterion) and decide fast on the signal.

Highly data-driven and hands‑on with data: you run your own analyses end to end, from writing the SQL query to building the dashboard and drawing the conclusion.

You're fluent in Amplitude or an equivalent tool, you size opportunities and read experiment results yourself, and you're comfortable working with imperfect data and making decisions anyway.

Strong user research skills and Product sense: ability to develop a strong conviction about what makes users see enough value to upgrade.

Strong & structured communication skills to convince and get buy-in on your vision, embark the squad and the other PMs, build relationships with commercial teams, talk to users regularly.

Ability to navigate and simplify complex problems (understand, vulgarize, break problems into small pieces).

Hands‑on and not afraid to step out of the traditional product role to make the product succeed (upgrade copy, lifecycle messages, enablement of other teams if needed).

Past experience in Product management at a scale‑up or large tech company is required (ideally a company with a strong product culture).

Experience working with accounting is not required, as long as you are curious about accounting and comfortable with complexity.

Nice to have: exposure to pricing & packaging, or to banking and payment products.

Условия

You will be part of a vibrant social community: we do lots of sports together (Foot, running, climbing…), we love to hang out and have a drink together (thursday afterwork drinks on our rooftop is a usual thing. Twice-a-year we do company seminars, last time we went on a trip to the French Alps and it was fabulous!)