We are looking for a commercially sharp Strategy & GTM Lead to join our Data Security Product Management team. This role sits at the intersection of product, sales, marketing and finance - owning pricing and packaging across our data security portfolio (DSPM, DSF, FAM, CipherTrust), running our competitive and win-loss programs, and serving as the commercial bridge between what we build and how we sell it.
What You'll Own
Pricing & Packaging: Own pricing and packaging strategy across the portfolio - list price, tier and edition design, metering and consumption models, discount architecture, and cross-product bundling.
Competitive Analysis: Own the competitive program - battlecards, positioning, objection handling, and displacement plays that Sales actually uses. Track competitor pricing, packaging, releases, and GTM motion, and translate movement into a recommendation.
Win-Loss Analysis: Build and run a repeatable win-loss program end to end - interview design, execution, and synthesis. Separate the reported loss reason from the real one: product gap, price, packaging, competitive displacement, or sales execution. Close the loop into the roadmap and into enablement.
Pipeline Analysis: Analyze pipeline health by product, segment, and route to market. Find where deals stall, name why, and drive the fix with the accountable owner.
Back Office & Commercial Operations: Serve as Product's interface to the back office.
Field Enablement and GTM: Equip Sales and Sales Engineering to sell on value - pricing guidance, competitive training, and value articulation.
Requirements: Must have:
10+ years in outbound product management, product marketing, pricing strategy, or GTM strategy for enterprise B2B software - with at least 5 years personally owning pricing, competitive, or win-loss outcomes.
5+ years in security business.
Hands-on ownership of a real pricing or packaging change: what you changed, why, what it did to ASP or win rate, and what you got wrong.
Hands on experience with analyzing pipelines and performing win-loss analysis.
Experience with leading GTM activities.
Ability to influence Sales, Finance, and Operations without authority over any of them.
Excellent written and verbal communication.
Team player who brings evidence, states plainly when the data is thin, and makes the call anyway.
Advantages:
Strong advantage - DSPM market experience - data security posture management, data discovery and classification.
Data Security experience more broadly - DAM, encryption and key management, DLP, data governance.
Enterprise security in an adjacent segment - endpoint, network, cloud, identity, or SIEM/SOC.
Portfolio spanning both on-premises/hybrid and SaaS, including the pricing tension between them.
Consumption or usage-based pricing experience; channel, MSSP, or hyperscaler marketplace motion.
Familiarity with the compliance drivers behind data security spend (GDPR, PCI DSS, DORA, NIS2, data residency and sovereignty).
SQL or BI tooling (Tableau, Power BI).
This position is open to all candidates.