Senior Manager, Monetization Strategy & Operations

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.
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. In this role, youll run Caribous vehicle protection business, a business that touches every loan we fund. Youll own how much we sell and how much we earn on each sale, and youll 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.
Youll inherit a working business with strong data, established partners, and clear visibility into whats driving performance. Your job is to keep growing it: more customers protected, and more value earned on every loan.
Youre accountable for how many protection products customers add to each loan and how much we earn across our F&I business.
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.
Write the SQL, read the experiments, and find whats driving performance, then turn it into what we do next.
Run the relationships day to day, review performance monthly, resolve issues, and negotiate better rates.
Partner with Sales, Enablement, Product, Analytics, and Lender Success to put your plans into action.
Youre running the business day to day: leading partner reviews, tracking weekly performance, and launching your first sales initiatives on your own.
Youve 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:

Youre the owner of Caribous protection business. You set the plan, make the calls, and grow it quarter over quarter, while customers stay confident in what theyre buying.
This is the first business line owner role on the Monetization team, and the model for how well run every new product line we launch. As the business grows, so does the scope.
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. This role may require attendance at occasional in-person team meetings in our Denver, CO office.
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. 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 know how sales teams work.

You understand how training, coaching, and incentives change what happens on a sales call, and youre 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.
Bonus Points for…

Startup experience owning a business line or P&L end to end
Fluency with AI tools like LLMs to speed up analysis and writing
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
~ 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.
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.