General Manager, Workload

Delinea•Redwood City, CA

8d•Remote

About The Position

As General Manager, Workload, you will own the strategy, commercial performance, product direction, and market narrative for one of Delinea's most important growth bets: securing the machine identities and machine-to-machine communications at the heart of modern software. You will build for the developers, platform engineers, and DevSecOps teams who depend on that security every day, and for the CISOs and Heads of Platform/Infrastructure Security who sponsor it. 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. Reporting to the Chief Product Officer, you will lead in a highly matrixed environment, influencing across Sales, Marketing, Customer Success, Finance, Engineering, and Strategy without owning every function, while setting business priorities and partnering with Engineering leadership to deliver against shared goals. It is a highly visible, high-impact role with real influence over Delinea's growth and customer relevance, and a chance to shape a more focused, commercially accountable operating model for the company's next chapter.

Requirements

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
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

Nice To Haves

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

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 three-quarter rolling roadmap and set the strategic direction for Workload solutions across machine identity, secrets management, non-human identity, and service-account and CI/CD security
Translate developer, platform-engineering, DevSecOps, and CISO demand signals into prioritized use cases, business cases, and investment recommendations, ranked by revenue impact, competitive differentiation, and feasibility
Partner with Engineering and Platform Product leaders on shared capabilities such as policy, MFA, and analytics, ensuring every roadmap decision supports scalable growth through adoption, expansion, attach, or simplification
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