Director of Product Management, Strategy & Monetization
- Compensation
- $250K–$275K / yr
- Location
- SF Bay Area
- Work setup
- Remote
- Seniority
- C level
- Employment
- Not specified
- Experience
- 10+ years
- Category
- Not specified
- Posted
Skills
Must have
- 10+ years in product management, including at least 3 in cybersecurity, with time in a role that owned pricing and packaging decisions rather than advised on them.
- You have priced and packaged a multi-product platform: designed the SKU structure, set the list prices and discount rules, and run a packaging transition across an installed base without breaking rene
- You have built sales plays that reps ran, and you can show the before and after on win rate or deal size.
- You have owned competitive positioning in a crowded market and won deals head-to-head against larger incumbents.
- You have briefed industry analysts and shaped how a category was defined, ideally in data security, DLP, DSPM, insider risk, or AI security.
- You are fluent in the financial side of the job: pricing models, elasticity, ARR and ASP mechanics, consumption metering, and the spreadsheet model behind a pricing decision.
- Technical enough to position the platform credibly with security architects and to tell the difference between a feature gap and a messaging gap.
- You influence without authority. You can get Sales, Marketing, Finance, and Engineering to adopt a decision they did not make, and you leave executive meetings with a decision rather than a follow-up.
- An exceptional writer and presenter: strategy documents, plays, battlecards, and board slides that people read and use.
- You operate with urgency and judgment in a fast-moving environment, and you are comfortable making a pricing call before every input is in hand.
- Bachelor's degree or equivalent experience; MBA welcome but not required.
Full description
Cyberhaven is building Flow, a unified data security platform spanning Human Data Security, Agentic Data Security, and Data Security Posture Management. Our data lineage technology traces the full lifecycle of enterprise data across endpoints, browsers, SaaS, cloud, and now AI agents. That foundation has made us a leader in DLP and DSPM, and it is the launch pad for the next generation of products we are bringing to market.
We are looking for a Director of Product Management, Strategy & Monetization to own how that platform goes to market. You will own pricing, packaging, positioning, field enablement, and partnerships for the complete product platform, and you will define the go-to-market strategy that wins: the sales plays we run, how we position against every competitor, how analysts understand us, and how the market understands what Cyberhaven is. This is the outbound half of product management, the commercial counterpart to the module product managers who own what we build.
You will report to the Chief Product Officer and work across the company every day: with Sales and Sales Engineering on plays and deals, with Marketing on messaging and analyst relations, with Customer Experience on the installed base, with Finance and Deal Desk on price realization, and with product and engineering leaders on what the roadmap needs to make the strategy true. This is a hands-on, high-visibility role. You will build the models, write the plays, present to the executive team and the board, and be accountable for whether the platform is priced, packaged, and positioned to win.
What you'll do
- Own platform pricing and packaging. Define the SKU architecture for Flow and its modules: what is in the platform, what is in each module, the tiers, bundles, and add-ons, and the pricing model behind each, from per-endpoint licensing to consumption-based metering for data and AI workloads. Set list prices, discount structures, and approval thresholds, and keep the price book coherent as the product grows.
- Run the monetization lifecycle. Lead new-customer and installed-base transitions when packaging changes, including migration rules, promotions, and true-up policy. Run quarterly pricing reviews, and partner with Finance and Deal Desk on price realization, discounting, and the deal guidance the field works from.
- Define the platform go-to-market strategy. Decide which segments, buyers, and use cases we lead with, where the platform is sold as one product and where a module leads, and how land, cross-sell, and expansion fit together. Own the written strategy and the metrics that show whether it is working.
- Build the sales plays. Design the plays the field runs, from the first-call narrative and discovery questions to demo paths, proof-of-value criteria, objection handling, and the commercial structure of the offer. Pressure-test them in live deals and retire the ones that do not convert.