Monetization Business Line Owner - Vehicle Protection

About Caribou: Caribou is a fintech company focused on helping people reduce their auto loan payments and increase financial predictability. On average, customers save $162/month on their car loans. Caribou is backed by investors like QED Investors, Goldman Sachs, Moderne Ventures, and others.

The Monetization team owns how Caribou earns from every customer. This role involves managing vehicle protection products like vehicle service contracts (VSC) and GAP, sold through sales teams and digital channels. The goal is to grow the business by increasing the number of protection products added to loans and maximizing earnings per sale.

You will:

• Own the numbers: Accountability for the number of protection products added per loan and total earnings across the F&I business.
• Build new ways to sell: Design and launch changes to sales team and digital experiences, set success criteria, and scale or stop initiatives based on results.
• Analyze performance: Write SQL, analyze experiments, and drive decisions based on data insights.
• Partner with providers: Manage day-to-day relationships with partners, review monthly performance, resolve issues, and negotiate better rates.
• Lead through collaboration: Work with Sales, Enablement, Product, Analytics, and Lender Success to execute plans.

What Success Looks Like:

• In your first 90 days: Running the business daily, leading partner reviews, tracking weekly performance, and launching sales initiatives independently.
• In your first 6 months: Growing the number of products added per loan and earnings per sale through designed changes and measurable results.
• Ongoing: Owning Caribou’s protection business, setting plans, making decisions, and growing the business quarter-over-quarter while maintaining customer confidence.

This is the first business line owner role on the Monetization team, setting the model for future product lines.

Location: Remote from AZ, CO, DC, IL, MD, TX, VA (preference for Chicago, IL or Denver, CO). In-office or hybrid options available in Denver, CO or Chandler, AZ. Occasional in-person meetings in Denver, CO may be required.

About You:

• You have 5–8 years of experience in strategy, operations, business operations, or general management, ideally in fintech, lending, or marketplace businesses. F&I experience is a plus.
• You conduct your own analysis: write SQL, build tracking, design experiments, and interpret results.
• You have a track record of owning and moving numbers, driving results beyond reporting.
• You understand sales team dynamics, including training, coaching, and incentives, and are comfortable working with contact centers.
• You can manage partners, conduct business reviews, hold partners accountable, and negotiate better terms.
• You communicate clearly, writing concise documents and bringing cross-functional partners along.

Bonus Points:

• Direct experience with vehicle protection products (VSC, GAP) or their providers.
• Startup experience owning a business line or P&L end-to-end.
• Fluency with AI tools like LLMs for analysis and writing.