Original listing text, shown exactly as published by the company.
About the Role
As General Manager, Workforce, you will own the strategy, commercial performance, product direction, and market narrative for Delinea’s Workforce portfolio: the solutions that protect workforce identities, sessions, and privileged access for CISOs and security leaders. You will be accountable for driving growth across this business and for the cross-functional execution that makes it happen.
The role is part strategist, part operator, and part commercial leader. You understand how security products are built, but you are not limited by product-management mechanics: you identify the right market opportunities, align teams around the highest-value bets, support the field, engage executive customers, and make disciplined tradeoffs. You are as comfortable owning a number and shaping a narrative as you are challenging assumptions, moving fluidly between board-level strategy and the details of roadmap, pipeline, pricing, and competitive pressure.
This is a high-impact, highly visible role with real influence over Delinea’s customer relevance and operating discipline. Reporting to the Chief Product Officer and partnering closely across Sales, Marketing, Customer Success, Finance, and Engineering, you will help build a more focused, commercially accountable, and customer-aligned business, and set the direction for one of Delinea’s most important portfolios.
Key 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
Qualifications
Required
- 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
Preferred
- 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
