Why VMRay
At VMRay, you'll own problem discovery, positioning, messaging and sales readiness for our threat analysis products. This is a senior, high-visibility individual contributor role: you won't be buried writing specs or managing a build backlog, you'll be out front, translating market shifts and customer needs into crisp use cases, differentiated positioning, and narratives that scale across Sales, Marketing, Partnerships and Customer Success. You don't need to be deeply technical, but you do need to understand the buyer and user landscape in cybersecurity well enough to speak credibly with both security practitioners and the leaders who buy on their behalf.
If you want a role where your thinking directly shapes how a cybersecurity product wins in market, and where the "build it" side of the house is already covered by a strong technical product team, this is built for you.
If you want a role where your thinking directly shapes how a cybersecurity product wins in market, and where the "build it" side of the house is already covered by a strong technical product team, this is built for you.
Your Responsibilities
- Problem discovery: research buyers, users and market trends to frame customer problems and priorities.
- Use cases and ICP: define and validate target users, ideal customer profiles, and the use cases we support.
- Positioning and messaging: create clear positioning, value propositions, proof points and product collateral.
- Competitive and differentiation: maintain competitive strengths and battle cards, and enable go-to-market teams on how we win.
- GTM narrative and enablement: produce launch narratives and train Sales on pitch, demo storyline, pricing and objection handling.
- Roadmap prioritization: translate market insight, customer needs and commercial opportunity into clear product priorities.
- External voice: present at webinars and events, and represent the product directly in customer-facing conversations.
Our Requirements
Essential:
- Real experience in B2B cybersecurity product management, product marketing, or a similar go-to-market role.
- Domain knowledge and practical exposure to one or more of the following areas: EDR (Endpoint Detection and Response), SIEM/SOAR (Security Information and Event Management / Security Orchestration, Automation and Response), CTI/TIP (Cyber Threat Intelligence / Threat Intelligence Platforms), Email Security, Malware Analysis, or Security Operations.
- Recent, hands-on experience at a specialized threat intelligence, EDR, or malware analysis vendor is essential. This role requires someone who already speaks the language of that buyer and competitive landscape from day one.
- Enough understanding of cybersecurity concepts, products and buyer challenges to speak credibly to both hands-on practitioners and security leaders.
- A track record of researching buyers and market dynamics, defining target personas, and identifying strong use cases.
- Proven ability to turn customer insight, market shifts and competitive intelligence into positioning, roadmap input or go-to-market execution.
- The strategic ability to create positioning, messaging and competitive narratives, even if someone else helps polish the final wording.
- Strong stakeholder management across Product, Sales, Marketing, Customer Success and Partnerships.
- Confidence presenting externally, webinars, customer briefings, demos, conferences.
Desirable:
- Experience specifically within a high-growth or scale-up environment.