Senior Manager, Monetization Strategy & Operations

Caribou Financial, Inc.; United States; Hybrid; USD 122,000 - 153,000; Full time

Benefits offered by this job

Equity options

Flexible Time Off (FTO)

100% paid parental leave

Medical, dental, vision plans

Mental health benefits

Disability insurance

Life insurance

HSAs/FSAs

Professional development stipend

Employee referral program

Annual incentive

Job summary

Caribou Financial, Inc. is seeking a Monetization Business Owner to drive vehicle protection product revenue across our loan book. You will own pricing, partner terms, and test-driven growth strategies to maximize value per loan.

In this role, you’ll manage partners, set growth plans, and collaborate with Sales, Enablement, Product, Analytics, and Lender Success to execute your roadmap. A data-driven mindset is essential.

Qualifications

• 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 write your own SQL, build your own tracking, and know how to design an experiment and read the results.

Responsibilities

• 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.

Skills

Strategy & Operations

SQL

Partner management

Sales enablement

Job description

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.
• You communicate clearly. You can write a doc that gets to a decision and bring cross-functional partners along with you.
• 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
• 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

Our Core Values

We come from all walks of life and are joined together by our shared values, which guide our work and how we work together.

• Give a damn. What we’re doing matters. We show up determined to deliver results, and we love it.
• Velocity. We’re intentional about where we’re going and we race towards it.
• Make the assist. We have diverse strengths. We offer and ask for help so we all win.

The essential functions of this position require consistent attendance, availability, and active engagement throughout your full scheduled shift.

Caribou is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, pregnancy status, marital status, military or protected veteran status, genetics, or any other characteristic protected by law. This position is not restricted solely to the responsibilities listed above, and the scope and responsibilities are subject to change. A pre-employment background check is required as a condition of employment.