Director of Product Management, Strategy & Monetization

Cyberhaven•San Francisco, CA

4d•$250,000 - $275,000

About The Position

Cyberhaven is seeking a Director of Product Management, Strategy & Monetization to lead the commercial strategy for its Flow data security platform. The role owns pricing, packaging, positioning, field enablement, and partnerships across the platform, and defines the go-to-market strategy, sales plays, competitive approach, analyst engagement, and market narrative. It is the outbound counterpart to product managers responsible for building individual modules. Reporting to the Chief Product Officer, the Director works closely with Sales, Sales Engineering, Marketing, Customer Experience, Finance, Deal Desk, Product, and Engineering. This is a hands-on, high-visibility position involving development of pricing and financial models, sales plays, executive and board presentations, and accountability for whether the platform is priced, packaged, and positioned to win. Cyberhaven describes Flow as a unified data security platform spanning Human Data Security, Agentic Data Security, and Data Security Posture Management. Its data lineage technology traces enterprise data across endpoints, browsers, SaaS, cloud, and AI agents. The company states that it is backed by $250 million from investors including Khosla and Redpoint, and that its team includes people from CrowdStrike, Palo Alto Networks, Meta, Google, and other companies.

Requirements

10 or more years in product management, product strategy, or product marketing, including at least 3 years in cybersecurity.
Experience in a role with direct ownership of pricing and packaging decisions.
Experience pricing and packaging a multi-product platform, including designing SKU structures, setting list prices and discount rules, and transitioning an installed base without disrupting renewals.
Experience creating sales plays that representatives used, with demonstrable before-and-after results in win rate or deal size.
Experience owning competitive positioning in a crowded market and winning head-to-head deals against larger incumbents.
Experience briefing industry analysts and shaping category definitions; data security, DLP, DSPM, insider risk, or AI security experience is relevant.
Fluency in pricing models, elasticity, ARR and ASP mechanics, consumption metering, and spreadsheet modeling for pricing decisions.
Technical knowledge sufficient to position the platform credibly with security architects and distinguish a feature gap from a messaging gap.
Ability to influence Sales, Marketing, Finance, and Engineering without formal authority and secure decisions in executive meetings.
Exceptional writing and presentation skills, including strategy documents, sales plays, battlecards, and board slides.
Urgency and judgment in a fast-moving environment, including comfort making pricing decisions with incomplete information.
Bachelor's degree or equivalent experience.

Nice To Haves

MBA.
Experience as an outbound product manager or product line manager at a security vendor, or in pricing and monetization at a platform company.
Experience pricing AI or agentic products, including token- or consumption-based models alongside per-seat licensing.
Experience leading the go-to-market side of a platform launch that consolidated multiple products.
Experience running or substantially contributing to an analyst evaluation such as a Magic Quadrant, Wave, or MarketScape in a data security category.

Responsibilities

Own platform pricing and packaging, including Flow's SKU architecture, module contents, tiers, bundles, add-ons, pricing models, list prices, discount structures, and approval thresholds.
Lead monetization changes for new customers and the installed base, including migrations, promotions, and true-up policies; conduct quarterly pricing reviews and partner with Finance and Deal Desk on price realization, discounting, and deal guidance.
Define the platform go-to-market strategy, including target segments, buyers, and use cases; determine when to sell the platform or lead with a module; and establish land, cross-sell, and expansion approaches, strategy documentation, and success metrics.
Design and maintain sales plays, including first-call narratives, discovery questions, demo paths, proof-of-value criteria, objection handling, and offer structure; test plays in live deals and retire those that do not convert.
Own competitive positioning across incumbent DLP suites, SSE and endpoint platforms, DSPM specialists, and AI security entrants, including battlecards and win/loss analysis; feed competitive learnings into the roadmap.
Lead analyst relationships and activity with Gartner, Forrester, IDC, KuppingerCole, and independent analysts, including briefings, inquiries, evaluations, and category narrative; partner with Marketing on the program and own its product substance.
Define Cyberhaven's market and product positioning, category narrative, product positioning hierarchy, platform messaging, and supporting proof points, and keep them consistent across sales materials, the website, analysts, and partners.
Own product enablement for Sales, Sales Engineering, and Customer Experience, including launch enablement for pricing, packaging, and positioning changes, play certification, and day-to-day reference content; measure adoption rather than attendance.
Set the platform partnership strategy across alliance, cloud, and channel partners; define joint offerings and how partner-sourced and partner-influenced deals fit into sales plays; coordinate with the ecosystem and integrations product manager on development, and own commercial and positioning aspects.
Define and report function metrics, including price realization, discount depth, new-SKU mix, attach and cross-sell rates, competitor win rates, and play adoption, through business reviews and board materials.
Present strategy and recommendations to the executive team and board, and influence cross-functional stakeholders to adopt decisions.