Raaz Herzberg

Raaz Herzberg joined Wiz as one of the first seven employees and first product manager, before the company had a product or even a working idea -- her willingness to voice confusion triggered the pivot to cloud security that propelled Wiz to $100M ARR faster than any SaaS company in history. Their core argument: The first PM should be a discovery machine embedded with customers. At Wiz, the first PM's job was not to write PRDs or manage sprints but to sit in 10-15 customer meetings per day, synthesize patterns, and have the courage to say 'I don't understand' -- which triggered the pivot that made Wiz the fastest-growing startup in history. The evidence is specific: Wiz (originally 'Beyond Networks') pivoted from network security to cloud security after Herzberg questioned what they were building. Furthermore, 10-15 customer meetings per day as the first PM's core activity -- pure discovery at scale. Herzberg's 'I don't understand' moment: she thought she was the only one confused, but the founders later cited it as the catalyst for the pivot. In Raaz Herzberg's own words: "At the time, we didn't really have a solid product yet. We would have 10 to 15 meetings every day with potential customers. I was hired as the first product manager. I sat in on those calls." (Describing the first PM role at a pre-product startup -- pure discovery.)