Senior Product Manager

Background

FleetCarma is on a mission to make clean transportation the norm, and we believe driving electric vehicle adoption will get us there.

Today, FleetCarma is the world’s #1 provider of electric vehicle (EV) telematics systems, collecting rich vehicle data for its data analytics platform, serving many applications. Fleet managers, researchers, and electric utilities use our OBD2 hardware and software to evaluate the suitability of electric vehicles for their fleets, understand and manage their impacts on the grid, and measure and optimize EV usage.

The EV market more broadly is still in its infancy, and therefore business models are changing and evolving as the number of EVs on the road increases.  We are actively seeking to expand our Product Team with entrepreneurial Senior Product Managers who are experienced in driving business models from early validation towards product-market fit.

Winner of a 2017 Deloitte Technology Fast 50 Companies-To-Watch, FleetCarma is growing at a rapid pace, and are building a world-class team to help us get there.  As a fast-paced and energetic organization filled with smart, friendly and hardworking people, FleetCarma is a place where you will always be working on and learning new things.

Side perk: free electric vehicle charging and the periodic need to test drive EVs that are loaned to us.

The Product Team is the nexus for Customer Development and Customer Discovery. The team’s priority is to drive market-driven revenue growth. To achieve that, the team’s scope includes both discovery and incubation of new business models, as well as growing current in-market business models, in response to market feedback.  Our toolbox draws on practices from Lean Startup, Strategyzer, Customer Development/Discovery (Steve Blank), Strategyn, Pragmatic Marketing, and many others in between.

The responsibility scope for the Product Team falls into the following 3 areas:

  1. New business model discovery:  Success is killing bad ideas quickly, in order to narrow in on important and unmet needs, with good monetization potential.  Lots of hypothesis testing, experiment design and quick execution.

  2. New business model incubation:  With sufficient business model validity, next is incubating and growing new business models.  Be the Growth Manager, set and drive growth metrics, working with the support of a cross-functional team.  Guide initial stages of growth with early adopters and beyond.

  3. Growth trajectory for in-market business models:  For the business models that are actively being sold in-market today, actively put in place and practice qualitative and quantitative feedback loops to recommend business model changes towards continued revenue growth targets (e.g. unblock trending sales objections, adapt to a new market segment, disrupt with a new lower priced offering, pivot the solution to a better fit, etc.).  Work with early adopter customers to learn and adapt based on feedback, and continue business model validation.

We welcome candidates who are experienced in one or more of the above.

Primary Responsibilities

This role includes the following responsibilities:

  • Get out of the building. Both literally and figuratively. This role is about the customer and learning your market.

  • Perform customer discovery interviews with individuals that are current customers, not current customers and/or in the sales funnel.

  • Support Success and Sales teams in capturing insights from existing customers.

  • Digest the various inputs to uncover patterns and the underlying pain points. Prove or disprove customer assumptions:  jobs, related pains and desired gains, or job mapping / jobs-to-be-done framework.

  • Identify relevant customer segments, what the customer is hiring our product to do, and the high-level solution opportunities.

  • May include travel to industry conferences and/or to perform in-person customer interviews.

Specific to growth trajectory in-market business models:

  • Balance short term investments to support sales targets, with long term strategic investments.

  • Collaboratively define and drive reporting and monitoring mechanisms against set growth goals and metrics:  both quantitative and qualitative.

  • Design and execute market feedback loops:

    • Sales:  win and loss interviews and analysis, to identify hard sales blockers and soft sales objections, in partnership with Sales.

    • Retention and Referral:  feedback / satisfaction / effectiveness interviews and analysis, in partnership with Customer Success.

  • Recommend investment decisions across all business model aspects, not only the product, based on analyzed results from quantitative and qualitative feedback.

  • In partnership with Development teams, and other stakeholders, define feature epics, clearly communicating the Why (alignment with product goals, and business objectives), and scope, specifically the user stories collectively forming releasable value.

  • Coordinate feature epic prioritization, with technical debt and quality-stability investments.

At the end of the day, you are building FleetCarma’s customer intelligence to ensure we are prioritizing the right customers, with real problems, that we are uniquely able to solve.

You would be a good fit if…

  • You are an excellent listener that can empathize with the individual you are talking to. You are adept at stitching together feedback from various sources to uncover the underlying truth – think police detective, but without all the crime.

  • You want to work for a fast-moving company that is on track to grow and clean up the environment at the same time. You are driven, view work as more than just a job, and enjoy interacting with others internally and externally, and you are motivated by challenging and rewarding problems.

  • You are an excellent collaborator and multi-team player:  you can lead with influence, which means in our case data-driven decision making.

You would not be a good fit if…

  • You want to focus on reading market reports and interpreting analysts report. FleetCarma is the leader in the space and has unique insight and the ability to do our own primary research with customers and potential customers. As a result, we are ahead of market analysis. And need to stay ahead.  

  • Your happy place is shepherding product features through the development cycle, and making decisions with very little customer validation to back them up. This role is primarily a get-out-of-the-building role that is about understanding the customer, and secondarily working with all teams, including Development, to drive business model growth.

Qualifications

  • Post-secondary education in a related business, communications, or technical program, or equivalent experience.

  • 3-5 years of experience in product management and/or customer discovery. Bonus if it is in a SaaS environment.

  • Impeccable written and verbal communication skills

  • Excellent, excellent listener.

  • Demonstrated resourceful and analytical mindset.

  • Ability to stitch together disparate insights to uncover common patterns.

  • Able to operate effectively in time-sensitive and high-pressure situations.

  • Strong presentation skills, both in person and over web conference.

  • Rarely cause those around you to facepalm (to many people, you will be the face of FleetCarma).

  • Interest in electric vehicles and green technology considered an asset.