Principal Product Manager (Strategic Account Interactions) - Security Solutions

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

What is The Role

We're looking for a Principal Product Manager to be the primary product voice for Elastic Security's most strategic enterprise customers. Solid products are built on a clear knowledge of real customer needs. In large enterprise accounts, those needs arrive as a constant stream of enhancement requests, feature asks, and hard problems. They often arrive faster than any one team can act on them. Someone has to bring order to that stream, tell apart what a customer wants from what a customer needs, and turn it into a coherent product direction across different product areas.

In this high-impact role, you will own the relationship between Elastic Security's product organization and our most strategic enterprise accounts. You will manage enhancement requests across many enterprise customers at once. You will prioritize them with judgment and data, and make sure they keep transitioning through the system instead of sitting idle. You will be the person a CISO trusts in the room, the person an engineering lead respects for the quality of your requirements, and the person who can tell a major customer that something will not be built without losing the relationship. You will work at the intersection of Product, Sales, Customer Success, and Engineering, building the structure that lets Elastic scale close customer relationships without simply adding headcount.

What You Will Be Doing

Own the enhancement request pipeline across multiple strategic enterprise accounts at once. Build and maintain a structured system to track, prioritize, and respond to customer-sourced requirements, and keep requests moving rather than leaving them in “under consideration.”

Translate customer requirements into shipped products. Work at the level of customer pain, not just the feature that was asked for, and synthesize input from many accounts into a single, coherent product direction.

Turn input from strategic accounts into successful products. Look for patterns across accounts. Shape some of these patterns into formal partnerships for design. Make sure the resulting capabilities benefit the wider market, not just the single customer that made the request.

Feed validated customer patterns back into the core product roadmaps, influencing direction well beyond the accounts you cover.

Serve as the primary product voice in meetings with senior customer stakeholders, including the CISO, CTO, and VP of Security Operations. Deliver roadmap updates, including deprioritizations and misses, in a way that keeps the relationship deep.

Prioritize customer-sourced requirements using structured frameworks such as RICE, weighted scoring, and opportunity sizing. Use data where it is available and clear judgment where it is thin, and be transparent about which is which.

Partner with product and engineering leads to write requirements they can act on without follow-up clarification meetings. Understand system architecture well enough to assess feasibility and scope on your own.

Operate across Product, Sales, Customer Success, and Legal. Support deal cycles as a product resource through RFP responses, security questionnaires, and roadmap presentations to prospects.

Navigate tension between a customer's contractual expectations and the internal roadmap , and tackle it directly rather than through routine escalation.

Create artifacts such as roadmap trackers, enhancement request dashboards, and decision memos that give customers and internal stakeholders visibility without requiring a meeting.

Advocate for customer needs inside the company while resisting the pull of the loudest or largest customer setting the roadmap at the expense of the broader market.

What You Bring

Extensive Experience: 7–10 years of product management experience, with at least 4 years in B2B enterprise software. A consistent record of owning a product area with meaningful revenue impact and of leading products from customer input through shipped, iterated outcomes. Direct experience working with named strategic accounts, not only through customer success proxies. Experience with hyperscalers, MSSPs and/or PubSec is a solid plus.

Security Domain Knowledge: Hands-on knowledge with SIEM, SOAR, XDR or broader security operations platforms, either as a product manager or as a practitioner such as a SOC analyst, detection engineer, or security architect. You can credibly discuss detection engineering, log ingestion pipelines, correlation rules, threat hunting workflows, and compliance use cases without a solutions engineer in the room. You understand the difference between what a CISO wants to hear and what a SOC analyst actually needs. A background as a security practitioner, such as SOC, incident response, or detection engineering, before moving into product is a solid plus, and brings credibility that is hard to teach.

Enhancement Request Management at Scale: You have personally run a structured enhancement request pipeline across several enterprise accounts at the same time. You can step into a relationship with dozens of open requests and no prior documentation and build a working tracking system within weeks.

Executive Presence: You are comfortable as the primary product voice with C-suite and VP-level customer stakeholders. You can deliver difficult news without losing the relationship, and you can hold both the executive view and the analyst view in the same meeting.

Technical Credibility: You earn respect from engineering through the quality of your requirements rather than through authority. You write specs engineers can act on, and you know enough about architecture to judge feasibility and scope.

Cross-functional Leadership and Influence: You have operated at the intersection of Product, Sales, Customer Success, Engineering, and Legal, and you know which function owns what and how to advance work across all of them. You lead across a matrixed organization, align multiple stakeholders toward a common vision, and drive execution in a dynamic, remote-first environment, with the autonomy and judgment expected of a principal-level product leader.

Structured Thinking and Bias for Closure: You bring order to unstructured problems, using data to prioritize and clear judgment when data is thin, and staying transparent about which is which. You move work through the system and follow up proactively rather than waiting to be asked, defaulting to visibility through artifacts instead of meetings. You advocate for customer needs while synthesizing them into product direction rather than relaying demands.

Comfortable with AI-Augmented Work: You use AI tooling for synthesis, documentation, and preparation as a regular part of your workflow, which lets you manage a higher volume of customer context than a pre-AI workflow would allow. You have a proven track record of using AI to accelerate development, debug complex systems, and optimize code, while still owning the final outcomes. You possess the ability to collaborate across functions and teams and seamlessly transition between different projects, codebases, or teams based on business priorities. You can work autonomously, drive decisions and result in a distributed team by leveraging asynchronous, direct, and transparent communication.

Communication Excellence: You have impressive spoken and written communication skills. You can distill complex detection engineering and security operations concepts into clear narratives for both technical and non-technical audiences, including executive management.

Location and Travel

This role is remote-first. Travel up to 50% to support Elastic's most strategic accounts, including on-site executive and design-partner engagements, is expected.

Compensation for this role is in the form of base salary. This role does not have a variable compensation component.

The typical starting salary range for new hires in this role is listed below. In select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area), an alternate range may apply as specified below.

These ranges represent the lowest to highest salary we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the ranges may be modified in the future.

An employee's position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.

The typical starting salary range for this role is:

$185,600 — $234,900 USD

The typical starting salary range for this role in the select locations listed above is:

$212,600 — $274,500 USD

Additional Information - We Take Care of Our People

As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

Competitive pay based on the work you do here and not your previous salary Health coverage for you and your family in many locations Ability to craft your calendar with flexible locations and schedules for many roles Generous number of vacation days each year Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service Up to 40 hours each year to use toward volunteer projects you love Embracing parenthood with minimum of 16 weeks of parental leave

Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.

We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co . We will reply to your request within 24 business hours of submission.

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