Principal Product Manager, Growth Suite at Vehlo

Job description

Principal Product Manager, Growth Suite About Vehlo We started Vehlo in 2019 with a simple goal: to be the industry’s favorite provider of repair shop technology. Across every part of the auto repair industry, Vehlo is igniting vehicle service success with software and financial solutions that unlock your potential. Our founder-led products power the entire service lane experience and keep customers coming back with streamlined tools that help you handle communication, workflow automation, touchless payments, valet pickup, and much more. We’re out to simplify the customer journey from start to finish and give power back to the people under the hood, making their jobs easier and your shop more profitable —just ask our over 30,000 customers, who generate more than 50M annual repair orders. At Vehlo, our only purpose is your success, and together, we’re reaching your goals faster than ever. Being a Veep comes with more than a comprehensive benefits package—our biggest benefit is opportunity: Opportunity to make an impact, opportunity for growth, and opportunity for recognition and rewards. This is not a mega-corporation where you wonder what people are doing all day - every Veep is moving the ball forward day in, day out for our customers or for each other. About this Role We are searching for an experienced Principal Product Manager to join our aftermarket product team and lead our Growth Suite through which you'll help shop owners win, keep, and grow their customer relationships. You'll own that suite and will build the product-led growth motion behind it: a free-trial, customer-initiated experience where a shop can sign up, reach value, and expand largely on their own. This role is equal parts motion-building and people leadership. What You’ll Do: • Gross retention: Optimize early-life (first-90-day) churn in the low-ACV SMB base before scaling acquisition. • The end-to-end self-serve funnel for the suite: marketing/signup → free trial → onboarding & activation → retention → multi-product attach & expansion across the bundle. • Trial packaging & monetization mechanics — the trial structure and the model that actually drives free-to-paid, plus usage-based pricing for consumption-priced products. • Activation and free-to-paid as your headline metrics, backed by a leading → lagging metric tree and a quarterly experimentation roadmap. • The suite's bundled-platform narrative — one coherent story that customers and reps understand. • Leadership of any assigned PMs, and cross-functional alignment with sales, customer success, lifecycle marketing, growth engineering, and data. • The product-analytics and instrumentation strategy that makes all of the above measurable (PostHog, ChurnZero). Your First 90 Days: • Map the current funnel end-to-end and instrument the gaps; establish trustworthy activation, free-to-paid, and gross-retention baselines. • Diagnose early-life churn and ship the first retention optimization • Ship or fix the trial experience — the packaging model and a defensible clock-start, with an activation-gated path to value. • Propose a pathway to self-serve onboarding that measurably reduces reliance on manual success calls. • Publish the bundled-suite narrative and the growth roadmap, aligned with sales and CS leadership. What You’ll Need: • 6+ years in product management, including 3+ years directly managing and developing product managers. • Demonstrated experience building a product-led growth motion end-to-end — you've personally stood up or transformed acquisition, activation, retention, and expansion and can point to metrics you moved. • A retention turnaround: you've diagnosed and improved gross revenue retention in a low-ACV SMB base, and you decompose a decline into product-driven churn, business-failure churn, and enablement/provisioning loss before reacting to it. • Direct ownership of a free-trial or freemium model and its free-to-paid conversion at SMB / low-ACV price points and volume — including the packaging mechanics that actually move conversion. • Proven work reducing time-to-value and building self-serve onboarding that reduces high-touch support. • Multi-product attach / cross-sell — you've grown adoption of a second (and third) product across an existing base and treat attach as the primary net-retention lever. • Hands-on funnel/conversion-rate optimization and a real experimentation practice (A/B testing, cohort analysis). • Fluency in SaaS/PLG economics (CAC payback, LTV, GRR/NRR, activation, free-to-paid, in-product expansion), and comfort building a metric tree and managing to the leading indicators. • Measurement judgment as a gating discipline — comfort with a product-analytics stack and event instrumentation, and the habit of establishing a trustworthy baseline (right cohort definitions, rolling windows over single-week snapshots) before acting on a number. You treat measurement as a key element of product design. • Thoughtful examples of using AI to increase team throughput and to build AI-driven product/growth experiences. How to Differentiate Yourself: • Vertical, SMB, or prosumer/field-service SaaS experience (doesn't have to be autos); understanding of the owner-operator buyer. • Experience managing CRM, voice and AI products. • Usage-based / consumption pricing and packaging experience, including using usage signals as expansion triggers. • Familiarity with lifecycle/in-product messaging tooling (e.g., Pendo, Appcues, Userpilot, Beamer) and ChurnZero. • Experience transitioning a sales-led organization to a hybrid or product-led motion. Note: This job description is intended to outline the general responsibilities and requirements of the role. It is not an exhaustive list of all duties, tasks, or responsibilities that may be required. Responsibilities and priorities may evolve over time, and the company reserves the right to make changes at any time with or without notice. Vehlo is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws. This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. Vehlo makes hiring decisions based solely on qualifications, merit, and business needs at the time.

Requirements

Must-haves

Principal Product Manager, Growth Suite
Gross retention: Optimize early-life (first-90-day) churn in the low-ACV SMB base before scaling acquisition.
The end-to-end self-serve funnel for the suite: marketing/signup → free trial → onboarding & activation → retention → multi-product attach & expansion across the bundle.
Trial packaging & monetization mechanics — the trial structure and the model that actually drives free-to-paid, plus usage-based pricing for consumption-priced products.
Activation and free-to-paid as your headline metrics, backed by a leading → lagging metric tree and a quarterly experimentation roadmap.
The suite's bundled-platform narrative — one coherent story that customers and reps understand.
Leadership of any assigned PMs, and cross-functional alignment with sales, customer success, lifecycle marketing, growth engineering, and data.
The product-analytics and instrumentation strategy that makes all of the above measurable (PostHog, ChurnZero).
Map the current funnel end-to-end and instrument the gaps; establish trustworthy activation, free-to-paid, and gross-retention baselines.
Diagnose early-life churn and ship the first retention optimization
Ship or fix the trial experience — the packaging model and a defensible clock-start, with an activation-gated path to value.
Propose a pathway to self-serve onboarding that measurably reduces reliance on manual success calls.
Publish the bundled-suite narrative and the growth roadmap, aligned with sales and CS leadership.
6+ years in product management, including 3+ years directly managing and developing product managers.
Demonstrated experience building a product-led growth motion end-to-end — you've personally stood up or transformed acquisition, activation, retention, and expansion and can point to metrics you moved.
Direct ownership of a free-trial or freemium model and its free-to-paid conversion at SMB / low-ACV price points and volume — including the packaging mechanics that actually move conversion.
Proven work reducing time-to-value and building self-serve onboarding that reduces high-touch support.
Multi-product attach / cross-sell — you've grown adoption of a second (and third) product across an existing base and treat attach as the primary net-retention lever.
Hands-on funnel/conversion-rate optimization and a real experimentation practice (A/B testing, cohort analysis).
Fluency in SaaS/PLG economics (CAC payback, LTV, GRR/NRR, activation, free-to-paid, in-product expansion), and comfort building a metric tree and managing to the leading indicators.
Thoughtful examples of using AI to increase team throughput and to build AI-driven product/growth experiences.
Vertical, SMB, or prosumer/field-service SaaS experience (doesn't have to be autos); understanding of the owner-operator buyer.
Experience managing CRM, voice and AI products.
Usage-based / consumption pricing and packaging experience, including using usage signals as expansion triggers.

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Platform: paycom
Effort: medium

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