delinea - General Manager, Workload
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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
• We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities. • We invest in people who are smart, self-motivated, and collaborative. • What we offer in return is meaningful work, a culture of innovation and great career progression. • At Delinea, our core values are STRONG and guide our behaviors and success: • Spirited - We bring energy and passion to everything we do • Trust - We act with integrity and deliver on our commitments • Respect - We listen, value different perspectives, and work as one team • Ownership - We take initiative and follow through • Nimble - We adapt quickly in a fast-changing environment • Global - We embrace diverse people and ideas to drive better outcomes • We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie. • We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.
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