General Manager, Workforce

Delinea Inc.

Job Overview

Location

U.S. Remote

Job Type

Full-time

Full Job Description

📋 Description

• Own the commercial performance and P&L of Delinea’s Workforce portfolio, including ARR growth, gross and net revenue retention (GRR/NRR), expansion, adoption, and margin trajectory against long-term targets.
• Develop and own a 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 and forecast accuracy.
• Drive multi-product attach and cross-sell across existing accounts, providing executive-level visibility into performance, risks, and tradeoffs required to meet quarterly and annual commitments.
• Own the three-quarter rolling roadmap 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, evaluating priorities 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 roadmap decisions support scalable growth through adoption, expansion, attach, bundling, or portfolio simplification.
• Own the Workforce market narrative and competitive positioning, establishing 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, partnering with Services and Customer Success to package migration, implementation, and advisory offerings that improve time-to-value and expansion.
• Lead and develop a team of product and product marketing leaders, serving 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 of cross-functional initiatives.
• Represent the Workforce business in executive planning, commercial reviews, and quarterly business reviews, aligning stakeholders by clarifying priorities, decision rights, success metrics, and tradeoffs.
• Maintain deep understanding of enterprise security buyers including CISOs, Heads of Security, and identity leaders, and apply this insight to shape product direction and commercial strategy.
• Apply proven expertise in PAM, IAM, zero trust, cloud security, session security, or adjacent cybersecurity domains to drive market-relevant product innovation and customer adoption.
• Simplify complex technical and commercial topics into clear narratives and decisions for internal teams, customers, partners, analysts, and executives.
• Ensure alignment between product development, go-to-market execution, and customer success initiatives to maximize revenue growth and customer retention.
• Drive portfolio simplification, SKU rationalization, and packaging transformation initiatives to enhance commercial clarity and operational efficiency.

🎯 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 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

🏖️ Benefits

• Competitive salaries
• Meaningful bonus program
• Healthcare insurance
• Pension/retirement matching
• Comprehensive life insurance
• Employee assistance program
• Time off plans
• Paid company holidays

Skills & Technologies

Remote

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Delinea Inc.

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About Delinea Inc.

Delinea Inc. provides privileged access management software that secures identities, credentials, and secrets for enterprises. Its cloud-native platform unifies password vaulting, remote access, least-privilege elevation, secrets management for DevOps, and continuous monitoring. Designed to replace legacy PAM tools, the solutions enforce zero-trust principles, automate compliance reporting, and integrate with existing identity and security stacks. Customers span financial services, healthcare, government, and technology sectors seeking to reduce attack surfaces across hybrid and multi-cloud environments.

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