Director of Cross-Domain Solutions
OPSWAT · Tampa · $1,700/month (stated in the posting)
OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.
Director of Cross-Domain Solutions
The Position
Cross-domain solutions are how the world’s most sensitive organizations move data between networks at different classification levels without moving the threats with it. OPSWAT already owns some of the hardest-to-build pieces — Deep CDR™, MetaDefender Core™ multiscanning, content inspection, software supply chain validation, AI-powered zero-day threat detection (our sandbox), vulnerability-exploit prevention, and hardware-enforced data diodes — plus proven, trusted deployments for file-exchange workflows across multiple data channels, including storage, Managed File Transfer, and CI/CD pipelines, along with the engineering talent and customer trust behind them. We are creating this role to put dedicated product ownership and deep cross-domain experience behind that strength: a single focal point to shape these proven capabilities into a CDS (cross-domain solution) that customers in the UK, Five Eyes, and allied defense communities can buy, deploy, and trust — and to accelerate our growth in this space.
That is this role. You will own OPSWAT’s cross-domain solution as a product: the strategy, the packaging, the assurance roadmap, and the integration of our portfolio into a coherent pipeline that maps to the standards our buyers are adopting. You will partner with a committed, cross-functional go-to-market group and a deep technical bench, and you will be the single accountable owner who brings these capabilities together into a repeatable, productized cross-domain offering.
At OPSWAT, product leaders stay deeply connected to technology. You will engage in architecture-level discussions, thoughtfully challenge design decisions, and take pride in shipping high-assurance products that work in the most constrained and regulated environments on earth.
Core Responsibilities
Cross-Domain Solution — Product Strategy & Technical Direction
- Own the product vision for OPSWAT’s CDS offering: the low-to-high transfer pipeline built on our CDR-inferred Transformation Engine, MetaDefender Core™ multiscanning, Proactive DLP™, software supply chain / SBOM (Software Bill of Materials) validation, AI-powered zero-day threat detection, and AI vulnerability-exploit prevention, and hardware-enforced diodes.
- Translate the NSA/NCDSMO “Raise the Bar” principles — Redundant, Always Invoked, Independent Implementations, Non-Bypassable — and the UK NCSC cross-domain principles into a concrete product and assurance roadmap.
- Decide which capabilities are productized versus delivered as configuration, and drive the re-engineering needed for the portfolio to operate as one seamless solution.
Assurance & Compliance Roadmap
- Own the sequenced path to certification: meet the UK / Five Eyes bar (NCSC principles, NATO NIAPC) now, and build toward formal NCDSMO / Raise the Bar alignment over time.
- Partner with accreditation bodies, evaluation labs, and ecosystem partners (e.g., INFODAS for SECRET-level and NATO deployments) to expand the addressable set of programs.
Market, GTM & Customer
- Be the product voice in CDS deals: qualify requirements, support system integrators, and shape the land-and-expand motion across the established revenue streams.
- Work with Product Marketing, Sales SMEs, and Solutions Engineering to keep messaging, battle cards, and demos technically accurate and competitive against established cross-domain incumbents and point-solution vendors.
Portfolio Integration & Deployment
- Ensure the CDS pipeline deploys cleanly in on-premises, air-gapped, and classified environments across Windows and Linux.
- Drive the integration seams between OPSWAT products so customers experience one solution, not many.
What You Will Do
- Package the product. Convert the proofs-of-concept and joint-solution engagements already in development into a cohesive, packaged cross-domain product offering — the core build-out of this role — including product packaging and pricing.
- Own the competitive narrative. Produce a cross-domain competitive landscape analysis and turn it into sales-ready battle cards.
- Drive demand and enablement. Build the demand-development strategy, GTM training, sales enablement, and repeatable playbooks that let the field qualify and sell CDS consistently.
- Prove it with customers. Study existing customer use cases and accounts in development with joint solutions, run POCs (proofs-of-concept), and fold the successful ones back into the packaged offering.
- Open new routes to market. Identify concrete partnerships and contract vehicles to explore for cross-domain growth.
- Own the business view. Stay on top of the numbers and be ready to walk the business with executive leadership at any time — pipeline, line of sight on current business and sales opportunities, and full awareness of and accountability for every GTM campaign, activity, and result. Decision-making here is data-driven and data-oriented by default.
Minimum Qualifications
This is a hands-on, builder’s role, and we expect modern, AI-first working practices. This role is a great fit for you if you:
- Bring 10+ years in product management or product leadership, with significant time owning security or infrastructure products deployed in customer environments — not purely SaaS — including on-prem and air-gapped.
- Have direct experience with cross-domain solutions, high-assurance guards, data diodes, or the defense/intelligence security domain. You understand classification boundaries, low-to-high versus high-to-low transfer, and what “accredited” actually requires.
- Have working fluency with the relevant frameworks: NSA/NCDSMO Raise the Bar, UK NCSC cross-domain principles, Common Criteria / EAL, NATO NIAPC, and risk-management and accreditation processes.
- Have sold and delivered into government/defense — ideally UK MOD, Royal Navy, or Five Eyes — through system integrators and partners.
- Take a deeply hands-on approach: this is a builder’s role, so you are in the architecture and trade-off discussions, write the specifications yourself, and challenge technical decisions directly — not from a distance.
- Demonstrate full-scale, hands-on use of AI across the whole job — from research and competitive analysis through specification, prototyping, and production. We expect concrete, recent examples of the AI tools and workflows you use and how they have measurably boosted your and your team’s productivity and outcomes. This is a hard expectation, not a nice-to-have.
- Are a strong communicator and internal seller: you can align Product Marketing, Sales, and engineering, and present a strategy to executive leadership.
Strong Differentiators
- Background in content inspection / CDR, malware analysis, DLP, or file-processing pipelines that handle large-volume, mission-critical workloads.
- Former defense, intelligence, or system-integrator experience (e.g., DISA, MOD, or the NCSC ecosystem).
- Experience taking a product through formal security accreditation or certification.
- Familiarity with critical infrastructure and OT/IT cross-domain use cases.
Experience building a new product line or business from early traction to repeatable revenue
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.