Nitin Nagpal
GM / CPO | Product & GTM Leader | Enterprise SaaS | Driving Growth, Monetization & Enterprise Transformation
ex-DruvaI build enterprise technology platforms at category inflection points.
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Over the past 25+ years, I’ve worked across AI security, data security, cloud infrastructure, and SaaS, helping companies turn emerging technologies into scalable products, new markets, and durable growth engines. Currently Chief Product Officer at Relyance AI, where I lead product, product experience, monetization, and technology alliances as we build a unified AI and Data Security platform. Recently my team launched Data Journeys™, AI Security, and AI Governance, expanding the company’s TAM by 4–5x (> $60B) and broadening the buyer persona from privacy teams to CISOs, CIOs, and security leaders. Previously: • SVP/GM at Druva — launched AI, drove PLG initiatives, and led platform pricing & ecosystem strategy • Rubrik — built the service provider ecosystem, scaling partner bookings from $1M to $100M • Pure Storage — early product leader helping scale the company from $40M to $600M My work sits at the intersection of: • AI Security & Data Security Platforms • Product Strategy & Platform Architecture • Pricing, Monetization & Platform Packaging • Enterprise GTM & Ecosystem Partnerships I’m particularly interested in how AI is reshaping enterprise security, data governance, and software architecture — and how companies can build platforms that give organizations real visibility and control over their data. Building the next generation of AI-native data security platforms.
GTM Index
- COHESITYJOB
- General Mgr - AI Business…4M
General Manager - AI Business Unit
Cohesity
• Spearheading the AI strategy and GTM for Cohesity, ensuring alignment with business objectives. • Driving customer adoption initiatives, enhancing user engagement and satisfaction with AI solutions. • Develop a robust pipeline for AI-driven products, significantly contributing to revenue growth
- VECTOR CAPITAL MANAGEMENTJOB
- Advisor1Y
Advisor
Vector Capital Management
- RELYANCE AIJOB
- Chief Product Officer1Y 1M
Chief Product Officer
Relyance AI
Lead product, GTM, and monetization for an AI-native platform spanning data security, privacy, and AI governance. Drive enterprise adoption by repositioning the platform from technical capability to business-aligned outcomes across security, risk, and operational workflows. • Increased ACV 3x ($50K → $150K+) through pricing and GTM transformation • Expanded TAM to $60B+ via multi-product platform strategy • Partner with CIO, CISO, CFO, and COO stakeholders to drive enterprise adoption and deal cycles • Define product positioning, packaging, and enterprise sales plays to accelerate expansion
- DRUVAJOB
- Senior VP and General Mgr,…1Y 3M
Senior Vice President and General Manager, Products
Druva
Owned product and GTM strategy for a $250M+ ARR cloud data platform, driving growth across SaaS, cloud-native, and security offerings through pricing transformation, PLG, and enterprise sales alignment. • Delivered $40M+ annual net new ARR through pricing, PLG, and enterprise GTM motions • Built MSP GTM channel, growing 230%+ YoY as the fastest-growing route-to-market • Launched PLG motion (free trials, marketplace), becoming the top pipeline source within six months • Advised CIO, CFO, and COO stakeholders on platform adoption, cost optimization, and transformation strategy
- VP & GM - Druva Platform1Y 4M
VP & GM - Druva Platform
Druva
Led platform strategy across product, pricing, and user experience, aligning investments with growth and monetization objectives. • Led quote-to-cash transformation, improving pricing clarity, sales velocity, and conversion • Defined platform and pricing strategy across multi-product portfolio • Built MSP strategy, establishing a scalable new GTM channel
- SAFE SECURITYJOB
- Advisor - GTM and Partner…6M
Advisor - Go-To-Market and Partner Strategy
Safe Security
- RUBRIKJOB
- WW VP3Y 3M
WW VP / GM - Global System Integrators / Service Provider Vertical / Tech. Alliances
Rubrik
Built and scaled the service provider business from inception into a major revenue engine, establishing a global partner ecosystem and a new GTM motion. • Grew to $100M+ business, scaling from <1% to 33% of enterprise revenue • Achieved 100%+ YoY growth, making it one of the fastest-growing channels • Built global ecosystem across GSIs, MSPs, and service providers • Led product strategy for service provider platform and utility-based pricing model
- Global CTO - Service Provi…1Y 4M
Global CTO - Service Providers and Strategic Alliances
Rubrik
- Dir of Product Management1Y
Director of Product Management
Rubrik
Led product strategy for Rubrik’s cloud data management platform and early SaaS offerings. • Launched Polaris GPS, one of Rubrik’s fastest-growing SaaS products • Drove strategic product alliances (Pure Storage, Cisco), contributing significantly to revenue
- PURE STORAGEJOB
- Product Management3Y 4M
Product Management
Pure Storage
First product leader at Pure Storage, responsible for product strategy and positioning of the flagship FlashArray platform during early hyper-growth. • Helped scale revenue from $40M → $600M • Launched FlashRecover, achieving 100% growth in first year • Led product strategy for storage software and operating platform
- NETAPPJOB
- Sr. Product Mgr - Storage…1Y 1M
Sr. Product Manager - Storage File System
NetApp
- Eng Mgr1Y 9M
Engineering Manager – File system Quality
NetApp
- Senior/Lead Eng - Secondar…2Y 10M
Senior/Lead Engineer - Secondary storage and DR solutions
NetApp
- Senior/Lead Eng - Data Sec…2Y 2M
Senior/Lead Engineer - Data Security and Key management (Decru acquired by NetApp)
NetApp
- Led engineering team for Decru’s FC/SCSI appliance and data encryption software. - Engaged in multiple high profile customers’ strategic engagement throughout USA for complex solution design and deployment. - Designed and developed SAN Security certification for NetApp University as subject matter expert
- BOXJOB
- Consultant - International…3M
Consultant - International Business Expansion (Japan)
Box
• Developed Go-to-Market strategy for APAC region (especially Japan) by analyzing Japanese market through primary and secondary market research, case study analysis for other big players in Japan and market growth potential analysis. • Conducted competition and partner case study for their market entry strategy, success factors and failures in Japan through primary and secondary market research • Proposed a five year strategy for market share growth in SMB and enterprise segments targeting specific industry verticals
- HYTRUST - HIGH CLOUD SECURITYJOB
- Consultant - BD and PMM St…3M
Consultant - Business Development and Product Marketing Strategy
HyTrust - High Cloud Security
* Developing business model for Cloud Security solutions for applications running on Virtualized servers (VMs) in public cloud * Spearheading detailed market map analysis for cloud industry and channel/partner development for cloud security business * Planning customer requirement analysis and product awareness program for potential end-customers. * Engaged in revenue model design and pricing strategy for security (encryption) solution for VMs and applications running on clouds.
- Job: Cohesity — General Manager - AI Business Unit · 2026-06 – present · 2 mo — • Spearheading the AI strategy and GTM for Cohesity, ensuring alignment with business objectives. • Driving customer adoption initiatives, enhancing user engagement and satisfaction with AI solutions. • Develop a robust pipeline for AI-driven products, significantly contributing to revenue growth
- Job: Vector Capital Management — Advisor · 2025-10 – present · 10 mo
- Job: Relyance AI — Chief Product Officer · 2025-04 – 2026-05 · 1y 1mo — Lead product, GTM, and monetization for an AI-native platform spanning data security, privacy, and AI governance. Drive enterprise adoption by repositioning the platform from technical capability to business-aligned outcomes across security, risk, and operational workflows. • Increased ACV 3x ($50K → $150K+) through pricing and GTM transformation • Expanded TAM to $60B+ via multi-product platform strategy • Partner with CIO, CISO, CFO, and COO stakeholders to drive enterprise adoption and deal cycles • Define product positioning, packaging, and enterprise sales plays to accelerate expansion
- Job: Druva — Senior Vice President and General Manager, Products · 2024-01 – 2025-04 · 1y 3mo — Owned product and GTM strategy for a $250M+ ARR cloud data platform, driving growth across SaaS, cloud-native, and security offerings through pricing transformation, PLG, and enterprise sales alignment. • Delivered $40M+ annual net new ARR through pricing, PLG, and enterprise GTM motions • Built MSP GTM channel, growing 230%+ YoY as the fastest-growing route-to-market • Launched PLG motion (free trials, marketplace), becoming the top pipeline source within six months • Advised CIO, CFO, and COO stakeholders on platform adoption, cost optimization, and transformation strategy
- Job: Druva — VP & GM - Druva Platform · 2022-09 – 2024-01 · 1y 4mo — Led platform strategy across product, pricing, and user experience, aligning investments with growth and monetization objectives. • Led quote-to-cash transformation, improving pricing clarity, sales velocity, and conversion • Defined platform and pricing strategy across multi-product portfolio • Built MSP strategy, establishing a scalable new GTM channel
- Job: Safe Security — Advisor - Go-To-Market and Partner Strategy · 2022-08 – 2023-02 · 6 mo
- Job: Rubrik — WW VP / GM - Global System Integrators / Service Provider Vertical / Tech. Alliances · 2019-06 – 2022-09 · 3y 3mo — Built and scaled the service provider business from inception into a major revenue engine, establishing a global partner ecosystem and a new GTM motion. • Grew to $100M+ business, scaling from <1% to 33% of enterprise revenue • Achieved 100%+ YoY growth, making it one of the fastest-growing channels • Built global ecosystem across GSIs, MSPs, and service providers • Led product strategy for service provider platform and utility-based pricing model
- Job: Rubrik — Director of Product Management · 2017-01 – 2018-01 · 1y — Led product strategy for Rubrik’s cloud data management platform and early SaaS offerings. • Launched Polaris GPS, one of Rubrik’s fastest-growing SaaS products • Drove strategic product alliances (Pure Storage, Cisco), contributing significantly to revenue
- Job: Pure Storage — Product Management · 2013-06 – 2016-10 · 3y 4mo — First product leader at Pure Storage, responsible for product strategy and positioning of the flagship FlashArray platform during early hyper-growth. • Helped scale revenue from $40M → $600M • Launched FlashRecover, achieving 100% growth in first year • Led product strategy for storage software and operating platform
- Job: NetApp — Senior/Lead Engineer - Data Security and Key management (Decru acquired by NetApp) · 2005-07 – 2007-09 · 2y 2mo — - Led engineering team for Decru’s FC/SCSI appliance and data encryption software. - Engaged in multiple high profile customers’ strategic engagement throughout USA for complex solution design and deployment. - Designed and developed SAN Security certification for NetApp University as subject matter expert
- Job: Box — Consultant - International Business Expansion (Japan) · 2012-05 – 2012-08 · 3 mo — • Developed Go-to-Market strategy for APAC region (especially Japan) by analyzing Japanese market through primary and secondary market research, case study analysis for other big players in Japan and market growth potential analysis. • Conducted competition and partner case study for their market entry strategy, success factors and failures in Japan through primary and secondary market research • Proposed a five year strategy for market share growth in SMB and enterprise segments targeting specific industry verticals
- Job: HyTrust - High Cloud Security — Consultant - Business Development and Product Marketing Strategy · 2012-01 – 2012-04 · 3 mo — * Developing business model for Cloud Security solutions for applications running on Virtualized servers (VMs) in public cloud * Spearheading detailed market map analysis for cloud industry and channel/partner development for cloud security business * Planning customer requirement analysis and product awareness program for potential end-customers. * Engaged in revenue model design and pricing strategy for security (encryption) solution for VMs and applications running on clouds.
- Job: NetApp — Sr. Product Manager - Storage File System · 2012-05 – 2013-06 · 1y 1mo
- Job: NetApp — Engineering Manager – File system Quality · 2010-08 – 2012-05 · 1y 9mo
- Job: Rubrik — Global CTO - Service Providers and Strategic Alliances · 2018-02 – 2019-06 · 1y 4mo
- Job: NetApp — Senior/Lead Engineer - Secondary storage and DR solutions · 2007-10 – 2010-08 · 2y 10mo
- School: University of California, Berkeley, Haas School of Business — MBA, Strategy, Marketing
- School: San Jose State University — MS, Computer Engineering
- School: North Maharashtra University — Bachelors, Computer Engineering
- School: St. Michael's High School — AISSCE/AISSE
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