delinea - General Manager, Workforce

Redwood City, California, United States$300k - $340k1mo ago

Remote Director NA Cybersecurity Software General Manager CISO Team Leadership Executive Support ARR Pipeline Management NRR

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 security buyers: CISOs, Heads of Security, identity leaders • Experience with PAM, IAM, zero trust, cloud security, session security, 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 and P&L of the Workforce portfolio: ARR growth, gross and net revenue retention (GRR/NRR), expansion, adoption, and margin trajectory against long-term targets • Develop and own a clear, dated growth plan covering target segments, lighthouse customers, partner opportunities, pricing and packaging, and major product bets, partnering with Sales and Revenue Operations on pipeline health, forecast accuracy, and competitive performance • Drive multi-product attach and cross-sell across existing accounts, and provide executive-level visibility into performance, risks, and the tradeoffs required to meet quarterly and annual commitments • Product Strategy & Roadmap Direction • Own the three-quarter rolling roadmap and set the strategic direction for Workforce solutions across identity, session security, and privileged access, defining what Delinea will build, sell, launch, and prove in market • Translate CISO and customer demand signals into prioritized use cases, business cases, and investment recommendations, and prioritize product, go-to-market, and platform investments by revenue impact, competitive differentiation, technical feasibility, and long-term value • Partner with Engineering and Platform Product leaders to define requirements for shared capabilities such as policy, MFA, and analytics, ensuring every roadmap decision supports scalable growth through adoption, expansion, attach, bundling, or portfolio simplification • Market Positioning & Go-to-Market Execution • Own the Workforce market narrative and competitive positioning, giving Delinea a clear, differentiated point of view for CISOs and security buyers against key identity and privileged access alternatives • Partner with Marketing and Product Marketing on messaging, proof points, launch plans, and customer stories, and with Sales on repeatable sales plays, qualification, demo flows, objection handling, and executive deal support • Support strategic customer conversations, QBRs, advisory boards, and major enterprise opportunities, and partner with Services and Customer Success to package migration, implementation, and advisory 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 across Product, Sales, Marketing, Customer Success, Engineering, Finance, and Strategy for Workforce priorities • Influence without direct authority across a complex matrixed organization, ensuring clear ownership, fast decision-making, and disciplined execution • Represent the Workforce business in executive planning, commercial reviews, and quarterly business reviews, creating alignment by clarifying priorities, decision rights, success metrics, 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