delinea - General Manager, Workload
Requirements
• 10+ years in product, GM, commercial leadership, or related roles in enterprise SaaS, cybersecurity, identity, or infrastructure software • 3+ years as VP, GM, or equivalent with accountability for business outcomes, product strategy, or revenue performance • Deep understanding of enterprise developer, platform-engineering, and DevSecOps buyers, as well as the CISOs, Heads of Security, and identity leaders who sponsor them • Experience with secrets management, machine identity, non-human identity, cloud workload security, PAM, IAM, zero trust, or adjacent cybersecurity domains • Demonstrated ability to translate customer needs and market signals into strategy, roadmap priorities, and commercial execution • Strong commercial orientation: ARR growth, pipeline management, pricing and packaging, retention, expansion, and business planning • Proven ability to influence senior cross-functional leaders across Sales, Marketing, CS, Engineering, Finance, and Operations • Executive presence with the ability to engage customers, partners, analysts, field teams, and internal executives • Strong communication skills: simplify complex technical and commercial topics into clear decisions and narratives • Experience in a cybersecurity company serving enterprise or mid-market customers • Direct experience with PAM, IAM, IGA, SSO, MFA, session management, cloud identity, or machine/non-human identity use cases • Familiarity with enterprise authentication protocols: SAML, OIDC, LDAP, Kerberos, and MFA brokering • Experience operating in a matrixed product and engineering model where influence and decision clarity are essential • Understanding of regulatory and compliance frameworks: SOC 2, SOX, NIST, FFIEC, or similar standards • Experience with portfolio simplification, SKU rationalization, EOL decisions, or packaging transformation
Responsibilities
• Business Ownership & Commercial Performance • Own the commercial performance of the Workload portfolio, including ARR growth, gross and net revenue retention (GRR/NRR), expansion, and progress against long-term growth targets • Maintain a clear, dated growth plan and the Workload P&L, partnering with Finance on margin and investment and with Sales and Revenue Operations on pipeline health, forecast accuracy, and competitive performance • Drive multi-product portfolio and cross-sell across accounts, and provide executive-level visibility into business performance, risks, tradeoffs, and decisions required to meet commitments • Product Strategy & Roadmap Direction • Own the three-quarter rolling roadmap and set the strategic direction for Workload solutions across machine identity, secrets management, non-human identity, and service-account and CI/CD security • Translate developer, platform-engineering, DevSecOps, and CISO demand signals into prioritized use cases, business cases, and investment recommendations, ranked by revenue impact, competitive differentiation, and feasibility • Partner with Engineering and Platform Product leaders on shared capabilities such as policy, MFA, and analytics, ensuring every roadmap decision supports scalable growth through adoption, expansion, attach, or simplification • Market Positioning & Go-to-Market Execution • Own the Workload market narrative and competitive positioning, with a clear, differentiated point of view for developers, platform engineers, DevSecOps teams, and the CISOs who sponsor them, against alternatives competitors. • Partner with Marketing and Product Marketing on messaging, proof points, and launch plans, and with Sales on repeatable plays, demo flows, and executive deal support • Support strategic customer engagements such as QBRs, advisory boards, lighthouse accounts, and major enterprise opportunities, and partner with Services and Customer Success to package offerings that improve time-to-value and expansion • Cross-Functional Leadership • Lead and develop a team of product and product marketing leaders, and serve as the central business owner for Workload across Product, Sales, Marketing, Customer Success, Engineering, Finance, and Strategy • Influence without direct authority across a complex matrixed organization, ensuring clear ownership, decision rights, fast decision-making, and disciplined execution • Represent the Workload business in executive planning, commercial reviews, and quarterly business reviews, creating alignment on priorities, success metrics, customer commitments, and tradeoffs
Benefits
• Estimated Base Salary $300K – $340K • Offers Equity • Offers Bonus • We are committed to fair and equitable pay. Compensation for this role is typically within the posted range; however, actual pay may vary based on experience, skills, business needs, and location. • We consider the scope of the role, individual experience, and contribution when determining compensation. • Eligible team members may also participate in performance-based bonus plans or role-based incentive programs. Details will be shared during the hiring process. • Upload your resume here to autofill key application fields. • Drop your resume here! • Parsing your resume. Autofilling key fields... • or drag and drop here • First and Last Name • What are your base salary expectations? If this application is for a sales role, please include OTE. • Decline to self-identify • Hispanic or Latino - A person of Cuban, Mexican, Puerto Rican, South or Central American, or other Spanish culture or origin regardless of race. • Hispanic or Latino • White (Not Hispanic or Latino) - A person having origins in any of the original peoples of Europe, the Middle East, or North Africa. • White • Black or African American (Not Hispanic or Latino) - A person having origins in any of the black racial groups of Africa. • Black or African American • Native Hawaiian or Other Pacific Islander (Not Hispanic or Latino) - A person having origins in any of the peoples of Hawaii, Guam, Samoa, or other Pacific Islands. • Native Hawaiian or Other Pacific Islander • Asian (Not Hispanic or Latino) - A person having origins in any of the original peoples of the Far East, Southeast Asia, or the Indian Subcontinent, including, for example, Cambodia, China, India, Japan, Korea, Malaysia, Pakistan, the Philippine Islands, Thailand, and Vietnam. • Asian • American Indian or Alaska Native (Not Hispanic or Latino) - A person having origins in any of the original peoples of North and South America (including Central America), and who maintain tribal affiliation or community attachment. • American Indian or Alaska Native • Two or More Races (Not Hispanic or Latino) - All persons who identify with more than one of the above five races. • Two or More Races • Hispanic or Latino • White (Not Hispanic or Latino) • Black or African American (Not Hispanic or Latino) • Native Hawaiian or Other Pacific Islander (Not Hispanic or Latino) • Asian (Not Hispanic or Latino) • American Indian or Alaska Native (Not Hispanic or Latino) • Two or More Races (Not Hispanic or Latino) • I identify as one or more of the classifications of protected veteran listed above • I am not a protected veteran
Apply in one click
Upload My Resume
Drop here or click to browse · Tap to choose · PDF, DOCX, DOC, RTF, TXT