Cyberhaven - Director of Product Management, Strategy & Monetization
Requirements
• 10+ years in product management, including at least 3 in cybersecurity, with time in a role that owned pricing and packaging decisions rather than advised on them. • You have priced and packaged a multi-product platform: designed the SKU structure, set the list prices and discount rules, and run a packaging transition across an installed base without breaking renewals. • You have built sales plays that reps ran, and you can show the before and after on win rate or deal size. • You have owned competitive positioning in a crowded market and won deals head-to-head against larger incumbents. • You have briefed industry analysts and shaped how a category was defined, ideally in data security, DLP, DSPM, insider risk, or AI security. • You are fluent in the financial side of the job: pricing models, elasticity, ARR and ASP mechanics, consumption metering, and the spreadsheet model behind a pricing decision. • Technical enough to position the platform credibly with security architects and to tell the difference between a feature gap and a messaging gap. • You influence without authority. You can get Sales, Marketing, Finance, and Engineering to adopt a decision they did not make, and you leave executive meetings with a decision rather than a follow-up. • An exceptional writer and presenter: strategy documents, plays, battlecards, and board slides that people read and use. • You operate with urgency and judgment in a fast-moving environment, and you are comfortable making a pricing call before every input is in hand. • Bachelor's degree or equivalent experience; MBA welcome but not required. • Worked as an outbound product manager or product line manager at a security vendor, or in a pricing and monetization role at a platform company. • Priced AI or agentic products, including token- or consumption-based models, and worked out how they sit alongside per-seat licensing. • Led the go-to-market side of a platform launch that consolidated several products into one. • Run, or been a primary contributor to, an analyst evaluation such as a Magic Quadrant, Wave, or MarketScape in a data security category. • Backed by $250M from leading investors like Khosla and Redpoint, our team includes leaders who built industry-defining technologies at CrowdStrike, Palo Alto Networks, Meta, Google, and more. This role lets you shape the future of data security, working alongside people driven to protect workflows, not just data, for customers who cannot afford to slow down to stay safe. • AI Tools Disclosure: As part of Cyberhaven's hiring process, we use recruiting tools that include AI-powered features to help with tasks like scheduling, note-taking, workflow automation, and other recruiting activities ("AI Tools"). The AI Tools may process information you provide during the application and interview process. When AI-assisted interview note taking is used, candidates are notified in advance and have the option to opt out of the AI-assisted interview note taking.
Responsibilities
• Own platform pricing and packaging. Define the SKU architecture for Flow and its modules: what is in the platform, what is in each module, the tiers, bundles, and add-ons, and the pricing model behind each, from per-endpoint licensing to consumption-based metering for data and AI workloads. Set list prices, discount structures, and approval thresholds, and keep the price book coherent as the product grows. • Run the monetization lifecycle. Lead new-customer and installed-base transitions when packaging changes, including migration rules, promotions, and true-up policy. Run quarterly pricing reviews, and partner with Finance and Deal Desk on price realization, discounting, and the deal guidance the field works from. • Define the platform go-to-market strategy. Decide which segments, buyers, and use cases we lead with, where the platform is sold as one product and where a module leads, and how land, cross-sell, and expansion fit together. Own the written strategy and the metrics that show whether it is working. • Build the sales plays. Design the plays the field runs, from the first-call narrative and discovery questions to demo paths, proof-of-value criteria, objection handling, and the commercial structure of the offer. Pressure-test them in live deals and retire the ones that do not convert. • Own competitive positioning. Maintain the competitive point of view across incumbent DLP suites, SSE and endpoint platforms, DSPM specialists, and AI security entrants: battlecards, win/loss analysis, and the positioning that lets a rep win head-to-head. Feed what you learn back into the roadmap. • Lead analyst activity. Own Cyberhaven's relationship with Gartner, Forrester, IDC, KuppingerCole, and the independent analysts who shape data security buying: briefings, inquiries, evaluations, and the category narrative we want them to carry. Partner with Marketing on the program and own the product substance. • Set market and product positioning. Define what Cyberhaven is, what category we are creating, and how each module fits that story. Own the product positioning hierarchy, platform-level messaging, and the proof points behind it, and keep them consistent across sales decks, the website, analysts, and partners. • Enable the field. Own product enablement for Sales, Sales Engineering, and Customer Experience: launch enablement for every pricing, packaging, or positioning change, certification on the plays, and the reference content the field uses day to day. Measure adoption, not attendance. • Drive strategic partnerships. Set the partnership strategy for the platform: which alliance, cloud, and channel partners matter to how we go to market, what we sell with each, and how partner-sourced and partner-influenced deals fit the plays. Work with the ecosystem and integrations product manager on what gets built, and own the commercial and positioning side of each partnership. • Measure and report. Define the metrics for the function, including price realization, discount depth, new-SKU mix, attach and cross-sell rates, win rate by competitor, and play adoption, and report against them in business reviews and board materials.
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