Director, Product Management - Merchant Acquisition & Growth

Kapitus is a small business financing company providing tailored financing solutions through direct lending and lending partners. The Director of Product Management, Merchant Acquisition & Growth will lead the acquisition strategy and top-of-funnel product experience for its core term product line, including merchant onboarding, sales enablement, and acquisition integrations. The role also leads product teams, experimentation, funnel optimization, AI adoption, and cross-functional execution.

Responsibilities:

• 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

Requirements:

• 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
• 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
• 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)
• 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
• Deep understanding of technical constraints, evaluating technical debt vs. new features, and managing complex third-party SaaS and API integrations
• Exceptional capability in gaining buy-in for product vision, resolving complex stakeholder disagreements, and leading without authority across engineering, design, and revenue-facing teams