General Manager – Workload

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the commercial success of the Workload portfolio, focusing on ARR growth, gross and net revenue retention (GRR/NRR), expansion, and advancement towards long-term growth objectives.

• Keep a well-defined, dated growth strategy and Workload P&L, collaborating with Finance on margin and investment, and with Sales and Revenue Operations on pipeline health, forecast accuracy, and competitive performance.

• Propel multi-product offerings and cross-sell opportunities across accounts, providing executive-level insights into business performance, risks, trade-offs, and necessary decisions to fulfill commitments.

• Manage the three-quarter rolling roadmap and establish the strategic direction for Workload solutions encompassing machine identity, secrets management, non-human identity, and security for service accounts and CI/CD.

• Convert demands from developers, platform engineers, DevSecOps, and CISOs into prioritized use cases, business cases, and investment recommendations, ranked by revenue impact, competitive advantage, and feasibility.

• Collaborate with Engineering and Platform Product leaders on shared capabilities like policy, MFA, and analytics, ensuring that every roadmap decision fosters scalable growth through adoption, expansion, attachment, or simplification.

• Shape the Workload market narrative and competitive stance with a distinct, differentiated perspective for developers, platform engineers, DevSecOps teams, and the CISOs supporting them, in contrast to alternative competitors.

• Work alongside Marketing and Product Marketing on messaging, proof points, and launch strategies, and with Sales on repeatable plays, demo processes, and executive deal support.

• Facilitate strategic customer interactions such as QBRs, advisory boards, lighthouse accounts, and significant enterprise opportunities, collaborating with Services and Customer Success to bundle offerings that enhance time-to-value and expansion.

• Guide and nurture a team of product and product marketing leaders, acting as the primary business owner for Workload across Product, Sales, Marketing, Customer Success, Engineering, Finance, and Strategy.

• Influence without direct authority within a complex matrix organization, ensuring clear ownership, decision rights, swift decision-making, and disciplined execution.

• Represent the Workload business in executive planning, commercial evaluations, and quarterly business reviews, fostering alignment on priorities, success metrics, customer commitments, and trade-offs.

⛳️ Requirements

• 10+ years of experience in product management, general management, commercial leadership, or related roles within enterprise SaaS, cybersecurity, identity, or infrastructure software.

• 3+ years in a VP, GM, or equivalent position with responsibility for business outcomes, product strategy, or revenue performance.

• Profound understanding of enterprise developers, platform engineering, and DevSecOps buyers, as well as the CISOs, Heads of Security, and identity leaders who support them.

• Background in secrets management, machine identity, non-human identity, cloud workload security, PAM, IAM, zero trust, or related cybersecurity areas.

• Proven capability to translate customer requirements and market signals into strategy, roadmap priorities, and commercial execution.

• Strong commercial acumen: ARR growth, pipeline management, pricing and packaging, retention, expansion, and business planning.

• Established ability to influence senior cross-functional leaders across Sales, Marketing, Customer Success, Engineering, Finance, and Operations.

• Executive presence, capable of engaging customers, partners, analysts, field teams, and internal executives.

• Excellent communication skills: ability to simplify complex technical and commercial topics into clear decisions and narratives.

🏝️ Benefits

• Competitive salaries

• Meaningful bonus program

• Excellent benefits, including healthcare insurance

• Pension/retirement matching

• Comprehensive life insurance

• Employee assistance program

• Time off plans

• Paid company holidays