Tailscale - Integrations Partnerships Lead
Requirements
• 7+ years of experience across Sales Engineering, Solutions Architecture, Technical Partnerships, Partner Engineering, Technology Alliances, Partner Sales, or technical Business Development in B2B software. • Sales Engineering, Solutions Architecture, Technical Partnerships, Partner Engineering, Technology Alliances, Partner Sales, or technical Business Development • Strong technical fluency across APIs, authentication, cloud infrastructure, networking, security, developer platforms, or modern SaaS integrations. • Experience leading technical discovery and translating customer or partner requirements into practical integration solutions. • Demonstrated ability to explain complex technical concepts to both engineering teams and business stakeholders. • Experience developing technology partnerships from initial opportunity through technical validation, commercial agreement, and launch. • Strong commercial instincts with experience identifying customer value, building business cases, negotiating, and navigating complex partner organizations. • Ability to influence Product and Engineering teams without formal authority while maintaining credibility with technical stakeholders. • Comfort operating independently in a fast-moving environment where the solution, partnership model, or playbook may not yet exist. • Experience with developer infrastructure, networking, cybersecurity, identity, cloud infrastructure, AI/LLM platforms, or developer tools. • Experience working with APIs, SDKs, OAuth/OIDC, SSO, identity providers, webhooks, connectors, or other common integration patterns. • Experience in a product-led or developer-first company. • Experience with ISV, technology alliance, marketplace, OEM, or cloud partner ecosystems. • Experience working with both emerging technology companies and large enterprise partners. • Reporting Structure • Reporting Structure • This role reports to Kevin Kotecki, President and CRO, and will work closely with Avery Pennarun (Co-Founder & CEO), David Carney (Co-Founder & CSO), Product, Engineering, Sales, and Solutions Engineering to develop and launch Tailscale's most important technology integrations. • Kevin Kotecki, President and CRO • Avery Pennarun (Co-Founder & CEO), David Carney (Co-Founder & CSO), Product, Engineering, Sales, and Solutions Engineering • As a company, we strive to maintain fair and equitable compensation practices within our team across all roles and all levels. Tailscale's compensation package includes base salary, equity, and comprehensive benefits. The salary range displayed on each job posting represents the target range for a new hire's base salary. Individual offers may vary based on experience and skill set. • $300,000—$300,000 USD
Responsibilities
• Identify and develop high-value technology and integration partnerships based on customer needs, product priorities, and market opportunities. • Own partner opportunities from initial outreach and technical discovery through solution design, commercial alignment, launch, and ongoing adoption. • Lead technical discovery with partners and customers to understand architectures, APIs, authentication, security requirements, data flows, and integration use cases. • Work closely with Product and Engineering to assess technical feasibility, define integration requirements, and determine the right implementation approach. • Build trusted relationships across partner Product, Engineering, Sales, and Business Development teams while serving as the primary point of contact at Tailscale. • Develop the technical and business case for integrations, including customer value, use cases, implementation requirements, and commercial opportunity. • Partner with Legal and Finance on agreements, pricing, packaging, licensing, and revenue-sharing structures where appropriate. • Collaborate with Sales, Solutions Engineering, Marketing, and Customer Success to launch integrations and drive customer and partner adoption. • Bring customer, partner, and market feedback back to Product and Engineering to help inform future integration priorities. • Help establish repeatable approaches for evaluating, building, launching, and scaling technology partnerships as the ecosystem grows.
Benefits
• An inclusive, flexible environment where you can be your authentic self. We recognize the impact of diverse voices and backgrounds on the growth of our people, product, and company. And that flexibility in how and when you work empowers our team to integrate work and life. • An inclusive, flexible environment where you can be your authentic self. • A competitive total compensation package. This includes a base salary, an equity incentive plan and variable commission (for quota-based roles). • A competitive total compensation package. • Comprehensive group benefits with no waiting period. Take advantage of coverage for health, vision, dental, and more for you and your family! • Comprehensive group benefits with no waiting period. • Remote first company—most of our teams work fully remotely. Enjoy a change of scenery wherever you can get wifi, participate in virtual and in-person social events, and leverage our corporate co-working program to visit WeWork (or other similar spaces near you). Some roles require in-office collaboration depending on team needs, which will be clearly noted in the job description. • Remote first company • Employer-funded retirement contributions. Tailscale will match your retirement contributions dollar-for-dollar, up to a maximum annual employer contribution equal to 0.75% of your eligible compensation. • Employer-funded retirement contributions. • Support for your personal and professional development. Grow your career thoughtfully with $1500 USD annually for professional development, or take advantage of mentorship, coaching, and internal promotion opportunities. • Support for your personal and professional development. • Paid time off and a healthy work-life integration. Our flexible, paid time off program supports you for any situation life throws your way, whether moving homes or travelling the world! • Paid time off and a healthy work-life integration. • A build-your-own home office setup. You choose your own company-owned laptop (Mac or PC), receive a monthly home internet reimbursement, and $500 USD to customize your workstation to make it your own. • A build-your-own home office setup. • Paid parental leave program. We care about your life outside of work and encourage new parents to take advantage of parental leave top-ups (20 weeks for birthing parents, 16 weeks for non-birthing parents). • Paid parental leave program • Tailscale is committed to providing an accessible and inclusive hiring process. If you require an accommodation at any stage of the recruitment process or related to any aspect of this role, please contact your recruiter. • Our hiring process uses AI-assisted tools to help screen and assess candidates. All hiring decisions are made by people. • Please be aware that legitimate emails from Tailscale's talent team will only originate from @tailscale.com, @greenhouse.io, and @interviews.modernloop.io email addresses. For more information about protecting yourself from impersonators and scams, please visit https://tailscale.com/scam-awareness.
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