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.

We are looking for a Principal Product Manager to be the primary product voice for Elastic Security's most strategic enterprise customers.

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.
• 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.
• Enhancement Request Management at Scale: You have personally run a structured enhancement request pipeline across several enterprise accounts at the same time.
• Executive Presence: You are comfortable as the primary product voice with C-suite and VP-level customer stakeholders.
• Technical Credibility: You earn respect from engineering through the quality of your requirements rather than through authority.
• 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.
• 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.
• Comfortable with AI-Augmented Work: You use AI tooling for synthesis, documentation, and preparation as a regular part of your workflow.

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 The typical starting salary range for this role is:€116.800-€155.700 EUR