Director, Product Management - Merchant Acquisition & Growth

About this role

Attention: Kapitus is aware that individuals posing as recruiters may be communicating with job seekers about supposed positions with Kapitus. Kapitus has received reports that the content and method of communication can vary, but messages may contain requests for payment (e.g., fees for equipment or training) and/or for sensitive financial information.

Kapitus will never ask a candidate for employment for payment or financial information during the initial application or interview process. All open positions are posted in location specific employment portals available at All legitimate Kapitus job postings on employment sites will direct candidates to complete an application through these portals before completion of the hiring process.

Candidates with additional questions or concerns regarding any recruiting communications or Kapitus’ recruiting process in general should email

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 Salary Range 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, Real Appeal, and Quit For Life.

•
Flexible Spending Account: Set aside pre-tax dollars from your paycheck to pay for qualified…