General Manager, Workforce

Job description

About Delinea: Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. 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Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you. Apply today to help us achieve our mission. ABOUT THE ROLE As General Manager, Workforce, you will own the strategy, commercial performance, product direction, and market narrative for Delinea’s Workforce portfolio: the solutions that protect workforce identities, sessions, and privileged access for CISOs and security leaders. You will be accountable for driving growth across this business and for the cross-functional execution that makes it happen. The role is part strategist, part operator, and part commercial leader. You understand how security products are built, but you are not limited by product-management mechanics: you identify the right market opportunities, align teams around the highest-value bets, support the field, engage executive customers, and make disciplined tradeoffs. You are as comfortable owning a number and shaping a narrative as you are challenging assumptions, moving fluidly between board-level strategy and the details of roadmap, pipeline, pricing, and competitive pressure. This is a high-impact, highly visible role with real influence over Delinea’s customer relevance and operating discipline. Reporting to the Chief Product Officer and partnering closely across Sales, Marketing, Customer Success, Finance, and Engineering, you will help build a more focused, commercially accountable, and customer-aligned business, and set the direction for one of Delinea’s most important portfolios. KEY RESPONSIBILITIES Business Ownership & Commercial Performance - Own the commercial performance and P&L of the Workforce portfolio: ARR growth, gross and net revenue retention (GRR/NRR), expansion, adoption, and margin trajectory against long-term targets - Develop and own a clear, 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, forecast accuracy, and competitive performance - Drive multi-product attach and cross-sell across existing accounts, and provide executive-level visibility into performance, risks, and the tradeoffs required to meet quarterly and annual commitments Product Strategy & Roadmap Direction - Own the three-quarter rolling roadmap and set the strategic direction 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, and prioritize product, go-to-market, and platform investments 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 every roadmap decision supports scalable growth through adoption, expansion, attach, bundling, or portfolio simplification Market Positioning & Go-to-Market Execution - Own the Workforce market narrative and competitive positioning, giving Delinea 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, and partner with Services and Customer Success to package migration, implementation, and advisory offerings that improve time-to-value and expansion Cross-Functional Leadership - Lead and develop a team of product and product marketing leaders, and serve 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 - Represent the Workforce business in executive planning, commercial reviews, and quarterly business reviews, creating alignment by clarifying priorities, decision rights, success metrics, and tradeoffs QUALIFICATIONS Required - 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 - 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 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 Why work at Delinea? - We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities. - We invest in people who are smart, self-motivated, and collaborative. - What we offer in return is meaningful work, a culture of innovation and great career progression. At Delinea, our core values are STRONG and guide our behaviors and success: - Spirited - We bring energy and passion to everything we do - Trust - We act with integrity and deliver on our commitments - Respect - We listen, value different perspectives, and work as one team - Ownership - We take initiative and follow through - Nimble - We adapt quickly in a fast-changing environment - Global - We embrace diverse people and ideas to drive better outcomes We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie. We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays. Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.