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Principal Product Manager, Strategy and GTM
Not specifiedFull-timeProduct ManagementCybersecurityEnterprise Software
Lead commercial strategy for an enterprise data security product portfolio. Own pricing and packaging, competitive and win-loss programs, pipeline analysis, commercial operations, and field enablement across product, sales, marketing, and finance.
Responsibilities
- Own pricing and packaging strategy, including list prices, tiers, editions, metering, consumption models, discount structures, and cross-product bundles.
- Lead competitive analysis, including battlecards, positioning, objection handling, displacement plays, and competitor monitoring.
- Build and run end-to-end win-loss programs, then feed findings into product roadmaps and sales enablement.
- Analyze pipeline health by product, segment, and route to market; identify stalled deals and coordinate corrective action.
- Serve as the product organization’s interface with back-office and commercial operations.
- Equip Sales and Sales Engineering with pricing guidance, competitive training, and value messaging.
Requirements
- 10+ years in outbound product management, product marketing, pricing strategy, or go-to-market strategy for enterprise B2B software.
- At least 5 years owning pricing, competitive, or win-loss outcomes.
- At least 5 years of experience in the security sector.
- Hands-on experience delivering pricing or packaging changes and evaluating their impact on average selling price or win rate.
- Experience analyzing pipelines and conducting win-loss analysis.
- Experience leading go-to-market activities.
- Ability to influence Sales, Finance, and Operations without direct authority.
- Excellent written and verbal communication skills.
Nice to have
- Experience in the DSPM market, including data security posture management, data discovery, or classification.
- Broader data security experience with data access management, encryption, key management, data loss prevention, or data governance.
- Experience in adjacent enterprise security segments such as endpoint, network, cloud, identity, or SIEM/SOC.
- Experience with on-premises, hybrid, and SaaS portfolios; consumption pricing; channel, MSSP, or hyperscaler marketplace motions.
- Familiarity with GDPR, PCI DSS, DORA, NIS2, data residency, and data sovereignty requirements.
- Experience with SQL or BI tools such as Tableau or Power BI.