General Manager, Workforce

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 Delineas 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. Learn more about Delinea on LinkedIn X and YouTube.

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 youre 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.

As General Manager Workforce you will own the strategy commercial performance product direction and market narrative for Delineas 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 Delineas 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 Delineas most important portfolios.

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

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

• Were passionate problem-solvers helping the worlds 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 addition all publicly posted social media sites may be reviewed.

Required Experience:

Director