Senior Manager, Monetization Strategy & Operations

Remote; San Francisco (CA); Remote; USD 180,000 - 240,000; Full time

Job summary

Caribou is seeking a Monetization Leader to own our vehicle protection products across loans and to optimize how we price, test, and earn from each sale. You’ll manage lender terms with established partners and drive growth by aligning sales, product, analytics, and lender success to measurable outcomes.

You’ll inherit a functioning business with solid data and partners, and you’ll grow it by expanding protections, improving profitability, and shaping the customer experience across our digital

Qualifications

• 5–8 years of experience in strategy, operations, or management, ideally in fintech, lending, or a marketplace business.
• 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, with a proven track record of driving results.
• You know how sales teams work and how training, coaching, and incentives influence outcomes.

Responsibilities

• Own the numbers: responsible for how many protection products are added to each loan and total earnings.
• Build new ways to sell: design and launch changes to how products are presented and tested, scaled or halted by results.
• Analyze it yourself: write SQL, read experiments, and translate findings into action.
• Partner with our product providers: manage day-to-day relationships and negotiate better rates.
• Lead through others: collaborate with Sales, Enablement, Product, Analytics, and Lender Success.

Skills

SQL

Data analysis

Partnership management

Product leadership

Sales enablement

Strategic planning

Job description

About Caribou

At Caribou, we care about giving people financial freedom so they can focus on what’s most important to them. Today, less than two percent of Americans refinance their auto loans despite drastic increases in the cost of new and used cars. We see huge potential to help folks reduce their monthly auto payments and increase the predictability of those expenses over time. We do this by building technology to pair customers with credit unions, banks, and finance companies and by simplifying every step of the process. On average, our drivers save $162/month on their car loans while protecting their investment long term.

Caribou is led by leaders from the technology, automotive, and finance industries. We’re proud to be backed by a great team of investors, including QED Investors, Goldman Sachs, Moderne Ventures, Accomplice, Link Ventures, Motley Fool Ventures and others.

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.