Senior Manager, Monetization Strategy & Operations

Monetization runs the products that protect what our customers own and make the cost of owning a car more predictable. We decide which products we offer, to whom, and at what price, and we manage the partners and lender terms behind them. Today that's vehicle protection, like vehicle service contracts and GAP, sold through our sales team and digital channels. Next, it's new products that serve vehicle owners whether or not they refinance with us.

Caribou is looking for an operator to own and grow one of our most critical revenue streams. This is a mini-GM role: you'll run our vehicle protection business, a P&L that touches every loan we fund. 

You'll decide what we test, how our sales team and digital experience present products, and what we pay our partners, and you'll be accountable for whether margin and attach go up. You'll inherit a working business with strong data, established partners, and clear visibility into what's driving performance, so your energy goes into growing it, not getting it off the ground.

• →Own the P&L. You're accountable for what we sell and what we earn across the vehicle protection business and for deciding what changes when the number moves.
• →Move without waiting. You find what's driving performance and act on it, without waiting for someone else to tell you what the numbers mean.
• →Build new ways to sell. Decide what we test in how our sales team and digital experience present products, set clear success criteria up front, and scale or kill based on results.
• →Own our provider relationships. Run monthly business reviews, hold partners to the terms they agreed to, and negotiate rates and revenue share.
• →Lead through others. Bring Sales, Enablement, Product, Analytics, and Lender Success along to put your plans into action.

• Product margin per loan: $ profit per funded loan
• Attach rate: average protection products added per funded loan
• Total vehicle protection revenue and profitability

In your first 90 days, you're running the business day to day: partner reviews, weekly performance tracking, your first sales initiatives live. By six months, attach and margin per loan are up through changes you designed and results you can clearly show.

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.

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're an operator. You've owned a number, made the calls that moved it, and brought other teams along to do it.
• You have 5–8 years of experience in operations, general management, or strategy and operations, ideally in fintech, lending, or a marketplace business. F&I experience is a plus but not required.
• 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.
• You're comfortable in the data. SQL and experiment design are table stakes, not the job.

• 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

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