Outbound Product Manager — Identity Focus

Outbound Product Management is R&D's operating layer in the field — the function that sits between what we build and how it actually performs with customers. As an Outbound Product Manager focused on Identity, you'll start by owning the field motion for our Identity Threat Protection launch: running structured field validation before a playbook exists, testing messaging in live conversations, and diagnosing whether early friction reflects a real product gap or a positioning gap. As the product matures to GA, you'll transition into standing ownership of the identity product area — generating ongoing signal, running adoption diagnostics, and supporting high-touch customer situations that require real identity depth.

This is not a feedback-intake role. You won't just relay what you hear in customer conversations — you'll apply judgment to it. That means distinguishing a real product gap from a positioning gap or a sales-motion gap, validating that a pattern holds across accounts rather than resting on a single anecdote, and knowing when a read is solid enough to bring back to PM versus when it needs more digging.

Your identity background is what makes this role work: you'll be the person in the room who can go toe-to-toe with a customer's security team on IAM, authentication, and access patterns, and translate what you hear into something Product and Product Marketing can act on.

Near-term (Identity Threat Protection launch):

• Own the EA-to-GA motion for the Identity Threat Protection launch: demos, deep dives, and POVs.
• Test messaging hypotheses in live deals alongside Sales Engineers, and diagnose competitive loss reasons — product gap vs. framing gap.
• Brief PM with pattern analysis across accounts, and document what works to produce a proven playbook ready for SE enablement at GA.

Ongoing (as the product area matures):

• Transition into standing ownership of the identity product area, carrying it forward permanently as the product moves through its lifecycle.
• Run adoption diagnostics on identity features, and support technical evaluations in competitive renewals.
• Provide consultative escalation support on complex identity-related customer situations, growing into direct participation on the most complex cases over time.
• Partner with Product Marketing as a standing collaborator on identity messaging and competitive positioning as new pressures emerge.

• 4+ years as a Sales Engineer, Solutions Engineer, or similarly technical customer-facing role at an identity security company (IAM, IGA, PAM, SSO/authentication, or adjacent).
• Deep working knowledge of identity security concepts: authentication flows, access patterns, privilege escalation, account takeover dynamics, and how identity threats actually show up in customer environments.
• Has worked in a pre-launch or early-stage product environment before a playbook existed — can point to a specific program, motion, or deliverable they built from scratch.
• Strong written and verbal communication — able to turn technical identity conversations into a defensible, pattern-based narrative for both technical and non-technical audiences.
• Credible in front of technical buyers and security teams; equally comfortable in a live customer deep-dive and an internal roadmap review.
• Has operated in a field intelligence or outbound-facing capacity — SE, OPM, Field PM, or equivalent — where the primary output is pattern synthesis and product insight, not quota attainment.
• Has taken a field observation from raw signal to a documented recommendation that a PM or GTM team acted on, not just surfacing issues, but following through with evidence.

• Direct experience with account takeover (ATO), session/privilege abuse, or identity-based attack patterns specifically.
• Prior involvement in a new-product launch, early-access program, or beta motion.
• Experience running or presenting in structured cross-functional forums (POV reviews, launch/GTM syncs).
• Comfort using AI tools to synthesize patterns across large sets of qualitative input (support tickets, call transcripts, win/loss notes).

Identity is one of the fastest-growing and highest-stakes areas of our product line, and the difference between a real identity insight and a surface-level one shows up immediately in front of a customer's security team. This role exists to bring genuine identity depth into the field motion from day one — starting with a brand-new launch, and growing into permanent ownership of the area as it matures. You’ll be trusted to run engagements independently and build real domain credibility, with a clear path to owning the highest-stakes identity situations as you grow into the role.

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