Senior Product Manager Monetization

Our vision

We aim to become the most beloved financial Operating System of French SMEs and Accounting Firms (and soon, European ones).

We help entrepreneurs rid themselves of time-consuming tasks related to accounting and finance while providing them with access to key financial information to assist in making the best decisions for their business.

About Us

Pennylane is one of the fastest growing Fintechs in France (and soon to be in Europe).

• Make ourselves known as a groundbreaking accounting and financial software for small businesses and their accountants
• Raise a total of €225 millions, including from Sequoia, the famous fund from the Silicon Valley who invested early in companies like Google, Facebook, Airbnb, Stripe, Paypal and much more...
• Grow from 7 cofounders to 850+ happy Pennylaners: we are now recognized as one of the greatest places to work in France (and also remotely), with a 4.6/5 rating on Glassdoor.
• Build an international environment with more than 25 nationalities, with a strong remote-friendly culture, where 30% of the employees are already working from all parts of Europe
• Earn the trust of thousands of customers and accounting firms and obtain outstanding ratings
• Already more than 700,000 small and medium-sized enterprises (SMEs) and over 4,500 accounting firms use Pennylane in France

Why this position is of utmost importance to reach our mission

At Pennylane, the product is at the heart of how we grow: it is where our customers discover value, adopt it, and decide to go further with us.

Every month, thousands of SMEs join Pennylane, on their own or through their accountant, and the e-invoicing reform is accelerating this momentum. Our ambition is that each of them quickly finds the value that fits their business, and grows with Pennylane as their needs evolve.

You'll shape this scope from the ground up, with a highly strategic role at the heart of our SME growth and a great opportunity to put your skills and ideas to good use.

What you will own

• The free-to-paid journey for SMEs: how they discover paid value, when and where an upgrade is proposed, and how they buy (plan upgrade, additional seats, add-ons, opening a Pro Account).
• The shared upgrade surfaces: paywalls, upsell moments and upgrade guidelines, for a consistent upgrade experience across the product.
• A clear monetisation outcome: product-driven upgrades and MRR, with a baseline, targets and decision rules you define and steer.

We believe monetisation should come from delivering more value, not from restricting it.

How you will contribute to the company as a PM

• You'll spend an extensive amount of time understanding why SMEs pay, or don't. You will interview them, conduct user research and dig into our data yourself (SQL, Amplitude, Metabase) to understand where value is felt and where the upgrade journey breaks.
• You'll run monetisation as an experiment-led practice: one cohort, one hypothesis, a metric and a stop criterion defined upfront. Weekly hypothesis testing rather than long shaping cycles. You scale, change or stop, and a negative result is still a result.
• With those insights and the company's objectives in mind, you'll be empowered to define your OKRs and your roadmap.
• You'll work hand in hand with a Product Designer and Product-centered engineers. You will start with small steps (we like the MVP approach) and will follow-up on the implementation and future iterations. For us, achieving a common goal matters more than just building features.
• You'll work closely with the PMs who own each product scope (invoicing, expenses, banking, etc.). They own their jobs to be done; you bring the monetisation lens and the shared upgrade surfaces, and help them place the right paid moment in their flows. Much of your impact comes from influence without authority.
• You'll measure the impact of what we ship and to align on what we push, to whom, and when.

What you can expect from your life at Pennylane

Within one month

• You'll learn everything about our company, our teams, and our vision during the first onboarding week
• You'll familiarise yourself with the product, the accounting industry and the accountant channel (you will have access to a lot of documentation and will attend trainings organized by your peers)
• You'll understand our current funnel: where SMEs come from, which plans they are on, and what already converts today
• You'll get a very deep knowledge of our Product organization, methods, and culture

Within 3 months

• You'll have built a clear view of the monetisation funnel on at least one priority segment
• You'll have shipped and read your first experiments on upgrade mom