Why This Role Matters
Our partners are software platforms, and each one lives inside a vertical we have to understand as well as they do. That means how the platform goes to market, what value it delivers to its customers, where an insurance product adds to that value, and how to help the platform explain that value to its own customers. In Events, that is knowing why a venue management platform cares about certificates of insurance, and being able to hand its sales team the words that make a wedding venue want the offer turned on.
The Senior Product Manager is the company's domain expert for the verticals they own. Sales, Marketing, Implementation, and Insurance all look to this person for the answer on how the vertical works and why partners say yes or no.
What You'll Do
Vertical Ownership
- Own the scorecard for each vertical you carry: revenue, attach and conversion rates, partner activations, and margin
- Set the vertical roadmap and the reasoning behind it, and manage change across the company as priorities move
- Maintain the vertical playbook: coverage types and carriers, channel nuances, partner history, test results, and the reasons behind past decisions
Domain and Partner Expertise
- Learn how the platforms in your vertical go to market, what their customers pay them for, and where an insurance offer fits their workflow
- Know the distinct buyers inside a vertical and the moment each one feels the exposure
- Give Sales, Product Marketing, and partners the product detail, buyer problems, and value narratives they need to sell the offer to their own customers
Product-Market Fit Discovery
- Partner with the Insurance team to define underwriting requirements, coverage structure, pricing assumptions, and constraints for new and existing insurance products
- Actively gather and synthesize feedback from sales, implementation, partners, clients, carriers, claims, and end customers
- Iterate on product design and positioning based on market signals, performance data, and qualitative feedback
Conversion and Growth
- Leverage Testing & Optimization best practices to run experiments on offer placement, pricing, packaging, and messaging, and ship what wins
- Find where a required or optional offer converts in a partner's workflow and design pragmatic embedded integrations for it
New Products and Partners
- Take new product types from candidate to live: success metrics, launch criteria, and go-to-market readiness
- Prototype and validate offer experiences quickly using AI-assisted design and prototyping tools
- Work with Engineering to identify platform gaps a new product or channel exposes, and decide when new functionality is required versus configured
- Own the product relationship with platform partners and support Strategic Business Development in partner evaluations
Who You Are
- 8+ years of product management experience in B2B or B2B2C SaaS, with time owning a product line or business unit end to end
- Able to learn a new industry quickly and speak its language with people who have worked in it for twenty years. You will do this more than once
- Track record of growing a live product through conversion, pricing and packaging, and experimentation, and the judgment to know when customer conversations beat the A/B test
- Comfortable with unit economics; you can talk attach rate, take rate, and loss ratio with Finance and with a carrier
- Ability to thrive in an ambiguous environment and make informed decisions based on partial data, balancing experimentation with business goals
- Proven track record of successfully managing and influencing diverse stakeholders, including C-level executives, both internal and partners
- Excellent written and verbal communication skills to effectively convey complex ideas to both technical and non-technical audiences
Experience That Goes the Extra Mile
- Event technology, venue management, ticketing, or rental management software
- Insurtech, embedded insurance, or fintech, especially products sold inside someone else's checkout
- Channel or partner-led go-to-market, where a third party sells or explains your product to their own customers
- An active insurance producer license, or willingness to obtain one
- Product analytics (Mixpanel, Amplitude, Heap, Pendo, or similar) and proficiency with data (SQL, reporting tools)
What We Offer
The estimated base salary for this role is: $120,000 - $160,000 per year. Salary will be dependent on the level of experience, job-related knowledge, and skills. We offer a comprehensive benefits package, including health, dental, life insurance, gym membership, flexible PTO, 401(k), and more.