General Manager, Workload

About the role

This role is part strategist, part operator, part commercial leader. You understand how security products are built, but you are not bound by product-management mechanics: you spot the right market opportunities, rally teams around the highest-value bets, support the field, engage executive customers, and make disciplined tradeoffs.

You are equally comfortable owning a number and shaping a narrative, operating at board-level altitude one moment and digging into roadmap, pipeline, pricing, and competitive detail the next.

Key Responsibilities

• 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

• 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

• 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

Qualifications

• 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

• Pristine 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