Principal Product Manager (Strategic Account Interactions) - Security Solutions

Overview

As Principal Product Manager for Elastic Security, you steer the product direction for our strategic enterprise customers. You translate a continuous stream of customer requests into coherent roadmaps that align with company goals and scale across product areas. You’ll serve as the primary voice with senior stakeholders, balancing customer needs with feasible engineering outcomes, while shaping partnerships and ensuring broader market impact.

This role combines product, sales, customer success, and engineering to sustain deep client relationships without excessive headcount. You’ll work remote-first with travel to key accounts and executive engagements, using data and judgment to prioritize.

• competitive pay
• health coverage for you and family
• flexible calendar and remote work
• generous vacation days
• donation matching up to $2000
• volunteering hours (up to 40 per year) ~ parental leave (16+ weeks)

• Own the enhancement request pipeline across multiple strategic enterprise accounts; build and maintain a tracking system to move requests forward.
• Translate customer requirements into shipped products by focusing on customer pain and synthesizing inputs into cohesive product direction.
• Turn strategic account input into marketable capabilities; identify patterns across accounts and shape formal design partnerships.
• Feed validated customer patterns back into core roadmaps to influence directions beyond individual accounts.
• Serve as the primary product voice in meetings with senior stakeholders (CISO, CTO, VP of Security Operations) and deliver roadmap updates with transparency on deprioritizations and misses.
• Prioritize requirements using structured frameworks (RICE, weighted scoring, opportunity sizing) and balance data with clear judgment.
• Collaborate with product and engineering to write actionable requirements and assess feasibility and scope independently.
• Support deal cycles as a product resource (RFP responses, security questionnaires, roadmap presentations) across Sales, Customer Success, and Legal.
• Navigate tensions between customer contracts and internal roadmaps and address them directly.
• Create artifacts (roadmap trackers, dashboards, decision memos) that provide visibility to customers and internal stakeholders.
• Advocate for customer needs while maintaining a broader market perspective.

• 7–10 years in product management with at least 4 years in B2B enterprise software.
• Track record of owning a product area with revenue impact and delivering shipped, iterated outcomes.
• Direct experience with named strategic accounts; familiarity with hyperscalers, MSSPs, and/or PubSec is a plus.

• Executive presence with C-suite/VP stakeholders
• Cross-functional leadership across Product, Sales, Customer Success, Engineering, and Legal
• Structured thinking and bias for closure
• Security operations platforms knowledge (SIEM, SOAR, XDR) or practitioner background (SOC, detection engineering)
• Experience with targeting and validating detection engineering, log ingestion pipelines, and threat hunting workflows
• Ability to write actionable specs and assess architecture feasibility