Principal Product Manager (Strategic Account Interactions) - Security Solutions

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

About the role

We're looking for a Principal Product Manager to be the primary product voice for Elastic Security's most strategic enterprise customers. In this high-impact role, you will own the relationship between Elastic Security's product organization and our most strategic enterprise accounts. You will manage enhancement requests across many enterprise customers at once, prioritize them with judgment and data, and ensure they transition through the system instead of sitting idle. This role is remote-first with up to 50% travel expected to support Elastic's most strategic accounts, including on-site executive and design-partner engagements.

Responsibilities

• Own the enhancement request pipeline across multiple strategic enterprise accounts at once.
• Build and maintain a structured system to track, prioritize, and respond to customer-sourced requirements, ensuring requests keep moving rather than leaving them in “under consideration.”
• Translate customer requirements into shipped products by addressing customer pain points, not just the feature requested, and synthesize input from many accounts into a coherent product direction.
• Turn input from strategic accounts into successful products by identifying patterns, shaping them into formal design partnerships, and ensuring resulting capabilities benefit the wider market.
• Feed validated customer patterns back into the core product roadmaps, influencing direction beyond the accounts you cover.
• Serve as the primary product voice in meetings with senior customer stakeholders, including CISO, CTO, and VP of Security Operations, delivering roadmap updates transparently, including deprioritizations and misses.
• Prioritize customer-sourced requirements using structured frameworks such as RICE, weighted scoring, and opportunity sizing, using data where available and clear judgment where it is thin.
• Partner with product and engineering leads to write actionable requirements without follow-up clarification meetings, understanding system architecture well enough to assess feasibility and scope.
• Operate across Product, Sales, Customer Success, and Legal, supporting deal cycles as a product resource through RFP responses, security questionnaires, and roadmap presentations to prospects.
• Navigate tension between a customer's contractual expectations and the internal roadmap, addressing it directly rather than through routine escalation.
• Create artifacts such as roadmap trackers, enhancement request dashboards, and decision memos to provide visibility for customers and internal stakeholders without requiring meetings.
• Advocate for customer needs inside the company while resisting the pull of the loudest or largest customer setting the roadmap at the expense of the broader market.

Requirements

• 7–10 years of product management experience, with at least 4 years in B2B enterprise software.
• A consistent record of owning a product area with meaningful revenue impact and leading products from customer input through shipped, iterated outcomes.
• Direct experience working with named strategic accounts, not only through customer success proxies. Experience with hyperscalers, MSSPs, and/or PubSec is a plus.
• Hands-on knowledge of SIEM, SOAR, XDR, or broader security operations platforms, either as a product manager or as a practitioner (e.g., SOC analyst, detection engineer, or security architect).
• Ability to credibly discuss detection engineering, log ingestion pipelines, correlation rules, threat hunting workflows, and compliance use cases without a solutions engineer in the room.
• Understanding of the difference between what a CISO wants to hear and what a SOC analyst actually needs. A background as a security practitioner (e.g., SOC, incident response, or detection engineering) is a plus.
• Experience running a structured enhancement request pipeline across several enterprise accounts simultaneously, including building a working tracking system within weeks.
• Comfort as the primary product voice with C-suite and VP-level customer stakeholders, delivering difficult news without losing the relationship.
• Technical credibility with engineering through the quality of your requirements, writing specs engineers can act on, and judging feasibility and scope based on system architecture.
• Experience operating at the intersection of Product, Sales, Customer Success, Engineering, and Legal, knowing how to advance work across all functions.
• Structured thinking and bias for closure, bringing order to unstructured problems, using data to prioritize, and following up proactively rather than waiting to be asked.
• Comfort using AI tooling for synthesis, documentation, and preparation as a regular part of your workflow to manage a higher volume of customer context.
• Proven record of using AI to accelerate development, debug complex systems, and optimize code while owning final outcomes.
• Ability to collaborate across functions and teams, transitioning seamlessly between projects, codebases, or teams based on business priorities.
• Autonomous work style, driving decisions and results in a distributed team through asynchronous, direct, and transparent communication.
• Impressive spoken and written communication skills, distilling complex detection engineering and security operations concepts into clear narratives for both technical and non-technical audiences.

Benefits

• Competitive pay based on the work you do here, not your previous salary.
• Health coverage for you and your family in many locations.
• Flexible locations and schedules for many roles.
• Generous number of vacation days each year.
• Financial donation matching up to $2000 (or local currency equivalent).
• Up to 40 hours each year to use toward volunteer projects.
• Minimum of 16 weeks of parental leave.

Security & Privacy Responsibilities

• Take ownership of protecting the confidentiality, integrity, and availability of organizational data and systems by following applicable privacy and security policies, standards, and procedures.
• Ensure all individual contributions follow Elastic’s Secure Software Development Framework (SSDF).
• Proactively participate in mandatory role-based training to ensure personal technical execution aligns with the highest standards of data protection, data privacy, and system resilience.