Principal Product Manager – Security & Compliance Marketplace

Location: US, Remote Eastern/Central time

About VikingCloud

®, the industry’s largest repository of anonymized cybersecurity and compliance event data, we continuously monitor and analyze over 6+ billion online events every day.

VikingCloud is the one-stop partner trusted by 4+ million customers to provide the predictive intelligence and competitive edge they need to stay one step ahead of cybersecurity and compliance disruptions to their business. Our 1,000 dedicated cybersecurity and compliance expert advisors understand that it’s not just about technology. It’s about transacting business and delivering an exceptional customer experience every day, without fail. That’s the measurable value we deliver. And that’s what we call, Business Uninterrupted.

This Position

As a Principal Product Manager of Security & Compliance at VikingCloud, you will be responsible for bridging the gap between compliance and security products, creating an integrated solution designed specifically for SMB merchants transitioning from PCI compliance programs. You will own the strategic direction and execution of our security and compliance marketplace, including vendor management for identity theft protection, third-party security services, and innovative insurance products (parametric, breach, and PII coverage). This role requires a unique combination of product leadership, vendor relationship management, and deep understanding of the SMB merchant security landscape. You will collaborate with cross-functional teams, including engineering, design, marketing, sales, and external vendor partners to drive revenue growth and deliver comprehensive security solutions that protect our customers' businesses and build trust in the digital economy.

Responsibilities

• Product Strategy & Vision: Develop and execute a comprehensive product strategy that bridges compliance and security for SMB merchants, positioning VikingCloud as a one-stop-shop for merchant security needs. Define the product vision for the security marketplace, identifying high-value opportunities that complement our PCI compliance offerings and address evolving merchant security requirements.
• Marketplace Development: Build and manage a thriving third-party security marketplace, establishing partnerships with best-in-class vendors for identity theft protection, security services, and insurance products. Define vendor selection criteria, integration requirements, and revenue sharing models that benefit both VikingCloud and our merchant customers.
• Vendor Management: Own end-to-end vendor relationships including sourcing, evaluation, contract negotiation, technical integration, and ongoing performance management. Establish KPIs for vendor performance and regularly review vendor contributions to customer satisfaction and revenue growth. Manage vendor roadmap alignment and ensure seamless integration of third-party services into the VikingCloud platform.
• Insurance Product Innovation: Lead the development and integration of innovative insurance products including parametric insurance, breach insurance, and PII coverage. Work with insurance carriers and MGAs to design products specifically tailored to SMB merchant needs, creating clear value propositions and competitive pricing structures.
• Roadmap Planning: Create and maintain a detailed product roadmap for both platform capabilities and marketplace expansion, balancing internal development priorities with vendor integration timelines. Prioritize features and partnerships based on market analysis, customer feedback, competitive positioning, and revenue potential.
• Customer Requirements & Market Research: Engage directly with SMB merchants transitioning from PCI programs to understand their security pain points, budget constraints, and buying behaviors. Conduct market research to identify emerging security threats and solution categories that should be added to the marketplace. Synthesize customer insights into actionable product requirements.
• Cross-Functional Collaboration: Partner with engineering teams to build robust marketplace infrastructure including vendor APIs, billing systems, and customer portals. Work closely with sales and marketing to develop go-to-market strategies, sales enablement materials, and demand generation campaigns for marketplace offerings. Collaborate with customer success to ensure smooth onboarding and ongoing support.
• Competitive & Market Analysis: Monitor the competitive landscape for both direct security product competitors and alternative marketplace models. Analyze competitor offerings, pricing strategies, and partnership approaches to inform VikingCloud's differentiation strategy. Stay current on regulatory changes, industry trends, and emerging security threats affecting SMB merchants.
• Revenue & Business Model Optimization: Develop and optimize pricing strategies and revenue models for marketplace offerings, including commission structures, subscription bundles, and value-added services. Track financial performance metrics including revenue per customer, marketplace take rate, vendor contribution margins, and customer lifetime value.
• Product Launches & Partnerships: Plan and execute successful product and partner launches, coordinating cross-functional teams to ensure technical readiness, sales enablement, marketing campaigns, and customer communications. Develop compelling value propositions and positioning that resonate with SMB merchants and their specific security challenges.
• Compliance & Risk Management: Ensure all marketplace offerings meet relevant compliance standards and do not introduce additional risk to VikingCloud or our customers. Work with legal and compliance teams to establish vendor vetting processes, contract templates, and ongoing compliance monitoring. Maintain awareness of regulatory requirements affecting insurance products and data protection services.
• Product Performance & Analytics: Define and monitor key product metrics including marketplace adoption rates, revenue per merchant, vendor performance scores, customer satisfaction, and platform utilization. Use data-driven insights to identify optimization opportunities, inform roadmap prioritization, and drive continuous improvement in marketplace experience and outcomes.
• Stakeholder Communication: Effectively communicate product strategy, progress, and performance to internal stakeholders including executive leadership, board members, sales teams, and engineering. Present business cases for new vendor partnerships and marketplace capabilities. Represent VikingCloud at industry events and with strategic partners.

Qualifications

• Bachelor's degree in computer science, business, engineering, or related field required; MBA or relevant advanced degree strongly preferred.
• 5-7+ years of product management experience, with at least 3 years focused on security, compliance, or fintech products serving SMB markets.
• Proven track record of building and managing marketplace platforms or multi-vendor ecosystems, including vendor sourcing, contract negotiation, and partnership management.
• Basic understanding of PCI DSS compliance requirements and the SMB merchant security landscape, including payment processing, e-commerce security, and small business risk profiles.
• Experience with compliance frameworks beyond PCI including SOC 2, ISO 27001, NIST Cybersecurity Framework, GDPR, and CCPA.
• Demonstrated experience with insurance products (cyber insurance, breach insurance, or related P&C products) including product design, underwriting considerations, and regulatory requirements. Knowledge of parametric insurance models is a strong plus.
• Strong business acumen with proven ability to develop revenue models, pricing strategies, and financial projections for both SaaS products and marketplace businesses.
• Experience working with B2B SaaS platforms, payment systems, or merchant services is highly valuable.
• Technical proficiency sufficient to work effectively with engineering teams on API integrations, platform architecture decisions, and technical vendor evaluations.
• Outstanding vendor and stakeholder management skills, with demonstrated ability to negotiate win-win partnerships and manage complex vendor relationships.
• Strong analytical skills with experience using data to drive product decisions, measure performance, and optimize business outcomes. Proficiency with product analytics tools and SQL is a plus.
• Excellent communication and presentation skills, with ability to influence executive stakeholders and articulate complex security concepts to non-technical audiences.
• Customer-centric mindset with experience conducting user research, gathering customer feedback, and translating insights into product requirements.
• Entrepreneurial spirit and comfort with ambiguity - ability to build products and partnerships from scratch in a fast-paced, evolving market.
• Experience with Agile development methodologies and product management frameworks.
• Strong understanding of cybersecurity threats, identity theft protection mechanisms, and security technologies is essential.
• Network of existing relationships with security vendors, insurance carriers, or merchant services providers is highly valuable.

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, political affiliation or opinion, medical condition, status as a veteran, and/or any other federal, state, or local protected class.