Director, Product Management - Merchant Acquisition & Growth

Remote - Virginia, Arlington, VA, Maryland - Hybrid, Washington DC - Hybrid

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Please note: This job is listed as remote in the state of Virginia.

We are seeking an experienced and strategic Director of Product, Merchant Acquisition & Growth to lead the sales and acquisition strategy for our core term product line. In this role, you will own the top-of-funnel product experience, focusing on scaling merchant onboarding, enhancing sales enablement, and driving acquisition integrations.

You will lead a dedicated team of Product Owners and Business Analysts to build seamless product experiences that drive lead generation, optimize our sales funnel, and accelerate merchant growth. The ideal candidate brings strong, foundational product management competencies, a deep interest in experimentation, and an eagerness to explore and expand how we leverage AI within our products and processes.

You will work closely with our counterpart Director of Product, Decisioning & Underwriting, to ensure a cohesive end-to-end journey from initial touchpoint to final funding.

What You’ll Do:

• Strategic Thinking & Vision: Define a compelling product vision for the acquisition funnel and translate company strategy into actionable product priorities. Utilize strong business acumen to assess the financial impact of product decisions and identify "white space" market opportunities.
• Customer & User Focus: Drive user research and discovery to build deep customer empathy across your team. Utilize current personas and journey maps to advocate for our merchants, ensuring a frictionless, zero-drop-off onboarding experience.
• Experimentation, Data & AI: Act as a champion for testing and innovation. Design and run effective A/B and multi-variate (MVT) tests to validate hypotheses and optimize conversion rates. Track relevant product metrics to derive actionable insights. Actively leverage AI in daily workflows and maintain an eagerness to explore new AI engagements that can accelerate our sales and acquisition strategies.
• Product Execution & Delivery: Oversee the development lifecycle by establishing and enabling strong product routines and scalable processes. Leverage team level metrics and actionable insights to continuously refine workflows, remove bottlenecks, and speed up our overall execution and time-to-market.
• Acquisition Integrations: Drive the strategy for third-party and API integrations that unlock new referral channels. Manage the integration roadmap to seamlessly onboard lead generation partners and deliver a frictionless, high-converting experience for all integrated partnerships.
• Communication & Cross-Functional Leadership: Foster strong cross-functional collaboration and stakeholder engagement driven by curiosity, transparent communication, and solid market knowledge. Partner closely with the Director of Product, Decisioning & Underwriting to ensure a cohesive end-to-end merchant journey.
• Mentoring & Team Development: Build a high-performing product team by modeling core Product Management best practices and establishing clearly defined key performance indicators (KPIs). Focus actively on knowledge sharing, upskilling team capabilities, and resolving cross-functional conflicts.

What We’re Looking For:

• Experience: 7–10+ years of robust product management experience, with at least 3+ years in a leadership/people management role within Fintech, B2B SaaS, or Small Business (SMB) Lending.
• Domain Expertise: Deep understanding of the small business lending and fintech landscape, with a strong focus on the B2B sales cycle, merchant acquisition, and optimizing the end-to-end customer journey.
• Growth Mindset: Proven track record of managing "Growth" or "Acquisition" product teams, with a strong background in optimizing sales funnels, marketing technology, and CRM/Sales enablement tools (e.g., Salesforce ecosystem).
• AI Forward: Comfortable utilizing AI tools to enhance productivity and highly eager to explore how AI can be embedded into go-to-market strategies and product features.
• Technical Acumen: Deep understanding of technical constraints, evaluating technical debt vs. new features, and managing complex third-party SaaS and API integrations.
• Leadership: Exceptional capability in gaining buy-in for product vision, resolving complex stakeholder disagreements, and leading without authority across engineering, design, and revenue-facing teams.

Kapitus Total Rewards Package Includes:

• Competitive Base SalaryRange of $157,100-$252,000 Kapitus is providing this as a good faith salary range to comply with applicable law. The applicant’s final salary will depend on a number of factors including the applicant’s geographic location, skills, and experience.
• Annual Incentive Compensation Eligibility –Up to 15% annually
• Health Insurance: Comprehensive medical, dental, and employer-paid vision plans through UnitedHealthcare (UHC), with various coverage levels available to meet the needs of our employees and their families. Additional perks through UHC include: Sweat Equity, free subscription to the Calm App, UHC rewards,RealAppeal, and Quit For Life.
• Flexible Spending Account: Set aside pre-tax dollars from your paycheck to pay for qualified out-of-pocket medical, dental, vision, pharmacy or dependent care expenses.
• Lifestyle Spending Account: Employer sponsored post-tax benefits that allow reimbursement for expenses related to physical, mental and financial well-being.
• 100% Company Paid Insurances: Kapitus fully covers the cost of basic short-term and long-term disability insurance, as well as vision insurance, ensuring our employees have comprehensive protection without any personal expense.
• Voluntary Insurance: Supplemental life insurance as well as enhanced short- and long-term disability coverage are available through Mutual of Omaha, providing additional security for our employees. Additionally, Colonial Accident and Hospitalization insurances are also available, offering further protection against unforeseen events.
• Paid Maternity and Parental Leave: Beyond state-mandated leave policies, Kapitus provides company-paid maternity and parental leave, supporting our employees during important family milestones.
• Commuter Benefits: We offer pre-tax benefits on parking and commuter expenses to cover travel to and from work.
• LifeBalance Program: Enhance your lifestyle with our LifeBalance membership, which offers discounts on outdoor activities, the arts, health, and fitness. Additional benefits include:
  • Pet and car insurance discounts.
  • Financial services such as LegalShield.
  • Relaxation and stress management tools.
• Plum Benefits Discount Program: Access exclusive discounts on shows, travel, car rentals, and more, enriching your personal and family life.
• Tuition Reimbursement: Pursue further education with up to $5,000 annually in tuition reimbursement, plus opportunities to attend relevant conferences and career development events. Managed through our LSA plan, Kapitus Academy.
• Travel Reimbursement: We also offer travel reimbursement for all work-related travel, supporting your involvement in career and personal development activities.
• Paid Time Off and Sick Time.
• Retirement Benefits : Our 401K plan is managed through Fidelity. To support your long-term financial goals, the company provides a 25% match on your contributions, up to 6% of your annual salary.

About Kapitus:

Kapitus is one of the most reliable and respected names in small business financing. As both a direct lender and a marketplace built with a trusted network of lending partners, we can provide small businesses with the financing they need when, and how it is needed. We have spent our entire existence building a culture that makes us excited to come to work in the morning. Our company is fast paced, teammates need to be self-directed and have an internal motivation to do the right thing, even when the right thing takes a lot of hard work. We show our teammates our appreciation by offering great benefits, competitive pay and solid opportunity for growth.

Company Mission:

At Kapitus, our mission is to help small business owners grow their organizations by providing tailored, transparent, and ethical financing solutions. We invest in every business owner’s story and we are dedicated to building lasting relationships to champion their goals. We promise to keep the best interests of our clients at the center of the financing process by operating with transparency, fairness, and integrity.

Consideration will be given to qualified remote candidates residing in states where Kapitus and/or one of its subsidiaries has an established physical presence.