General Manager – Workload

Climb Channel Solutions NA

General Manager of Workload overseeing commercial performance and strategy for Delinea's Identity Security Platform. Responsible for product direction, market narrative, and cross-functional leadership.

Posted 6/18/2026Verified active Jul 25, 2026, 12:39 AMfull-timeRemote • 🇺🇸 United StatesSeniorLeadWebsite

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Hard Skills

product strategycommercial leadershiprevenue performancepipeline managementpricing and packagingretentionexpansionbusiness planningsecrets managementcloud workload security

Soft Skills

influence without authorityexecutive presencestrong communicationcross-functional collaborationstrategic thinkingdecision-makingteam leadershipcustomer engagementnarrative simplificationrisk management

Tools & Technologies

CI/CD securityMFAanalyticsWorkload portfolioP&L managementARR growth trackingmarket narrative developmentcustomer success toolsadvisory boardsquarterly business reviews

Industry Keywords

enterprise SaaScybersecurityidentity managementinfrastructure softwareDevSecOpszero trustPAMIAMmachine identitynon-human identity

Tech Stack

Tools & technologies

CloudCyber Security

About the role

Key responsibilities & impact

Own the commercial performance of the Workload portfolio, including ARR growth, gross and net revenue retention (GRR/NRR), expansion, and progress against long-term growth targets
Maintain a clear, dated growth plan and the Workload P&L, partnering with Finance on margin and investment and with Sales and Revenue Operations on pipeline health, forecast accuracy, and competitive performance
Drive multi-product portfolio and cross-sell across accounts, and provide executive-level visibility into business performance, risks, tradeoffs, and decisions required to meet commitments
Own the three-quarter rolling roadmap and set the strategic direction for Workload solutions across machine identity, secrets management, non-human identity, and service-account and CI/CD security
Translate developer, platform-engineering, DevSecOps, and CISO demand signals into prioritized use cases, business cases, and investment recommendations, ranked by revenue impact, competitive differentiation, and feasibility
Partner with Engineering and Platform Product leaders on shared capabilities such as policy, MFA, and analytics, ensuring every roadmap decision supports scalable growth through adoption, expansion, attach, or simplification
Own the Workload market narrative and competitive positioning, with a clear, differentiated point of view for developers, platform engineers, DevSecOps teams, and the CISOs who sponsor them, against alternatives competitors
Partner with Marketing and Product Marketing on messaging, proof points, and launch plans, and with Sales on repeatable plays, demo flows, and executive deal support
Support strategic customer engagements such as QBRs, advisory boards, lighthouse accounts, and major enterprise opportunities, and partner with Services and Customer Success to package offerings that improve time-to-value and expansion
Lead and develop a team of product and product marketing leaders, and serve as the central business owner for Workload across Product, Sales, Marketing, Customer Success, Engineering, Finance, and Strategy
Influence without direct authority across a complex matrixed organization, ensuring clear ownership, decision rights, fast decision-making, and disciplined execution
Represent the Workload business in executive planning, commercial reviews, and quarterly business reviews, creating alignment on priorities, success metrics, customer commitments, and tradeoffs

Requirements

What you’ll need

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 developer, platform-engineering, and DevSecOps buyers, as well as the CISOs, Heads of Security, and identity leaders who sponsor them
Experience with secrets management, machine identity, non-human identity, cloud workload security, PAM, IAM, zero trust, 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

Benefits

Comp & perks

competitive salaries
meaningful bonus program
excellent benefits, including healthcare insurance
pension/retirement matching
comprehensive life insurance
employee assistance program
time off plans
paid company holidays