About deltaflare
deltaflare is a category-leading UK company delivering a secure, scalable OT cybersecurity platform for essential service operators through Phoenix. Built for the gas, water, electricity, and renewables sectors, Phoenix provides a trusted digital foundation for long-term operational resilience, secure transformation, and regulatory alignment.
The Head of Product and Enablement will play a central role in shaping what Phoenix becomes, how it reaches the market, and how deltaflare builds the partnerships and channels needed to scale.
Role Purpose
The Head of Product and Enablement owns the product vision, roadmap, and go-to-market enablement for Phoenix, while simultaneously building the partnerships and channels that will drive deltaflare’s commercial expansion. This is a combined strategic and tactical role that bridges what we build with how we sell it and who we sell it with.
At its core, this role exists to underpin and accelerate deltaflare’s sales efforts and growth. The Head of Product and Enablement ensures that Phoenix is positioned, packaged, and supported in a way that makes it easy for prospects to understand, easy for operators to adopt, and easy for partners to take to market. Every aspect of the role, from roadmap prioritisation to partnership development to marketing oversight, should be measured by the degree to which it enables revenue and market expansion.
deltaflare is a company of just over 20 people. This role is not about building large teams or operating at arm’s length. The Head of Product and Enablement must be a player-coach: someone who sets the strategy and direction, but who is equally comfortable rolling up their sleeves, writing the positioning document, running the partner call, or refining a pricing model. As the company grows, this role will eventually split into separate Head of Product and Head of Partnerships functions, but for now it requires someone who can hold both with energy and focus.
This role reports to the COO and works in close partnership with the CEO (who leads sales, tech vision, and revenue), the Head of Technology, the Head of Development, and the Head of Assurance. The Head of Product and Enablement is expected to influence, challenge, and collaborate constructively across these functions, ensuring that product decisions are informed by market reality and that commercial activity is grounded in genuine product capability.
The Five Imperatives
These five principles define the standard this role is held to. They are the lens through which every decision, every priority, and every use of time should be measured.
I. Everything enables the sale of Phoenix.
Every roadmap decision, partnership conversation, piece of collateral, and marketing initiative must shorten a sales cycle, open a door, or remove a blocker. If it does not directly make Phoenix easier to sell, it is not the priority.
II. Build repeatable systems, not one-off fixes.
A pitch deck that only works for one deal is firefighting. A positioning framework that works across sectors is enablement. This role exists to create leverage and scale, not to be another pair of hands on every individual opportunity.
III. Let the market lead, never assumptions.
Product direction, competitive positioning, and partnership priorities must be grounded in direct engagement with operators, partners, and prospects. Roadmap decisions built on assumptions rather than evidence will cost deltaflare months.
IV. Bridge every gap between engineering, commercial, and partners.
This role sits at the intersection of what deltaflare builds, how it sells, and who it partners with. If those groups are not more connected, more aligned, and more effective because of this role, the job is not being done.
V. Set the strategy, then do the work.
In a company of 20 people, there is no room for leaders who only delegate. This role demands someone who defines the direction and then rolls up their sleeves to deliver it.
Strategy without execution is just a document nobody reads.
Key Responsibilities
1. Product Strategy and Roadmap
- Own the Phoenix product roadmap, balancing client-driven requirements, market opportunities, and long-term platform vision.
- Translate operator needs, regulatory trends, and competitive intelligence into clear product priorities.
- Work closely with the Head of Technology and Head of Development to ensure the roadmap is technically feasible, well-sequenced, and aligned with engineering capacity.
- Define and maintain a clear product strategy that identifies where Phoenix should expand next, whether by sector (electricity, renewables, transport), by capability, or by geography.
- Ensure that product decisions are always informed by direct engagement with operators and the realities of the OT environment.
2. Sales Enablement and Commercial Support
- Create and maintain the collateral, positioning, and messaging that the CEO and sales function need to win deals: pitch decks, case studies, competitive comparisons, and value propositions.
- Develop pricing models, packaging options, and licensing structures that make Phoenix easy to procure and scale.
- Support the CEO directly in major bids, RFP responses, and client presentations, providing product expertise and commercial framing.
- Build a repeatable sales enablement toolkit that reduces the CEO’s personal burden on every deal and allows the sales function to scale.
3. Partnerships and Channels
- Identify, develop, and manage strategic partnerships with system integrators, technology vendors, consultancies, and sector bodies that extend deltaflare’s reach.
- Build and maintain a partnership pipeline, from initial engagement through to formal agreements and joint go-to-market activity.
- Develop partner enablement materials so that channel partners can position and support Phoenix with confidence.
- Explore and establish routes to market beyond direct sales, including reseller, referral, and co-sell models appropriate to the CNI sector.
- Represent deltaflare at industry events, conferences, and working groups to build profile and develop relationships.
4. Marketing Oversight
- Line-manage the Marketing Manager, providing direction and ensuring marketing activity is tightly aligned with product positioning, sales priorities, and partnership objectives.
- Shape the marketing strategy to generate awareness, build pipeline, and support thought leadership across the OT cybersecurity and CNI community.
- Ensure consistency of messaging and brand positioning across all external-facing materials, events, and digital channels.
5. Market Intelligence and Competitive Positioning
- Monitor the OT cybersecurity market, regulatory landscape (NIS2, CAF, IEC 62443), and competitor activity to inform product and commercial decisions.
- Identify gaps and opportunities in adjacent sectors and emerging markets that Phoenix could serve.
- Maintain a clear articulation of deltaflare’s competitive differentiation and ensure it is embedded in all sales and marketing activity.
6. Reporting, Metrics, and Team Effectiveness
- Start with the Marketing Manager as a direct report, growing the team in line with commercial needs and company scale.
- Establish a monthly reporting cadence covering product progress, partnership pipeline, marketing performance, and contribution to sales targets.
- Define measurable KPIs that connect product and growth activity to revenue outcomes.
Leadership Expectations
- Operate as a player-coach: set the direction, then do the work. At deltaflare’s current size, there is no room for leaders who only delegate.
- Think commercially at all times. Every product decision, partnership conversation, and marketing initiative should be traceable to growth and revenue.
- Bridge the gap between technical teams and the market. Translate engineering capability into clear value for operators and partners.
- Be comfortable operating across a broad remit. This role spans product, partnerships, and marketing, and requires someone who thrives on variety rather than narrow specialism.
- Maintain a harmonious and transparent working environment. Challenge constructively and ensure the best ideas rise to the top regardless of where they originate.
Success Measures
- A clearly articulated and actively maintained product roadmap, endorsed by the leadership team and informed by market evidence.
- A measurable increase in the quality and volume of sales enablement materials, reducing time-to-proposal and improving win rates.
- An active partnership pipeline with at least two to three new strategic partnerships progressing within the first 12 months.
- Marketing activity demonstrably aligned to product launches, partnership milestones, and sales campaigns.
- Clear monthly reporting and KPIs adopted, with a visible link between this role’s activity and revenue growth.
- Positive feedback from the CEO and sales function on the quality of commercial support and enablement provided.
- Strong external recognition of deltaflare’s market positioning and partner credibility.
- Additional KPIs will be developed and added jointly with your line manager.
Location: Richmond, London
Reporting to: COO
Direct Reports: Marketing Manager
Pay: £90,000.00-£115,000.00 per year
Benefits:
Ability to commute/relocate:
- Richmond TW9 1DL: reliably commute or plan to relocate before starting work (required)
Application question(s):
- Do you have experience owning a product roadmap in a B2B software or platform business? (Yes/No)
- Have you built or managed channel partnerships, alliance relationships, or go-to-market programmes with third parties? (Yes/No)
- Do you have experience creating sales enablement materials, competitive positioning, or pricing strategies? (Yes/No)
- Do you have experience working in or selling to critical national infrastructure, OT, or cybersecurity environments? (Yes/No)
- Have you worked in a company of fewer than 50 people where you were required to be both strategic and hands-on? (Yes/No)
Experience:
- product management: 5 years (required)
- B2B / SaaS: 5 years (required)
Work authorisation:
- United Kingdom (preferred)
Work Location: In person
