Integrations Partnerships Lead

<div class="content-intro"><p>Thank you for considering Tailscale. If this job description resonates with you, please apply.&nbsp;<em data-stringify-type="italic">Frequently cited statistics show that people who identify with historically marginalized groups are likely to apply to jobs only if they meet 100% of the qualifications. </em><em data-stringify-type="italic">We encourage you to help us break that statistic!</em></p> <p><strong>About Tailscale&nbsp;</strong></p> <p>Tailscale is making safe connection effortless by delivering software that makes it easy to securely interconnect people and their devices, no matter where they are. From hobbyists to multinational corporations, teams of every size use Tailscale each day to protect their networks, share access to internal tools, and more. We're building a future for the Internet that's easy, sensible, and safe, like it used to be. Founded in 2019 and fully distributed, we're backed by Accel, CRV, Insight, Heavybit, and Uncork Capital.</p></div><h3><span style="font-size: 12pt;"><strong>About the Role</strong></span></h3> <p>As we grow, integrations are becoming an increasingly important part of how customers build with Tailscale. We're looking for an Integration Partnerships Lead to help identify, develop, and launch the technical partnerships that extend our products and make Tailscale more valuable alongside the tools our customers already use.</p> <p>This is a hands-on <strong>technical partnerships role at the intersection of Sales Engineering and Partner Development</strong>. You'll work directly with technology partners, customers, Product, and Engineering to identify integration opportunities, understand technical requirements, design solutions, establish the partnership, and help take integrations from concept through launch and adoption.</p> <p>You'll initially focus on integrations across Aperture, Privileged Access Management (PAM), and VPN, working with partners across AI, security, identity, infrastructure, developer tools, and adjacent technologies.</p> <p>We're looking for someone who can move comfortably between a technical architecture conversation and a commercial partnership discussion. You should be able to understand how two products work together, explain the customer value, navigate APIs and integration requirements, build relationships with technical and business stakeholders, and drive both organizations toward a successful launch.</p> <h3><span style="font-size: 12pt;"><strong>Key Responsibilities</strong></span></h3> <ul> <li>Identify and develop high-value technology and integration partnerships based on customer needs, product priorities, and market opportunities.</li> <li>Own partner opportunities from initial outreach and technical discovery through solution design, commercial alignment, launch, and ongoing adoption.</li> <li>Lead technical discovery with partners and customers to understand architectures, APIs, authentication, security requirements, data flows, and integration use cases.</li> <li>Work closely with Product and Engineering to assess technical feasibility, define integration requirements, and determine the right implementation approach.</li> <li>Build trusted relationships across partner Product, Engineering, Sales, and Business Development teams while serving as the primary point of contact at Tailscale.</li> <li>Develop the technical and business case for integrations, including customer value, use cases, implementation requirements, and commercial opportunity.</li> <li>Partner with Legal and Finance on agreements, pricing, packaging, licensing, and revenue-sharing structures where appropriate.</li> <li>Collaborate with Sales, Solutions Engineering, Marketing, and Customer Success to launch integrations and drive customer and partner adoption.</li> <li>Bring customer, partner, and market feedback back to Product and Engineering to help inform future integration priorities.</li> <li>Help establish repeatable approaches for evaluating, building, launching, and scaling technology partnerships as the ecosystem grows.</li> </ul> <h3><span style="font-size: 12pt;"><strong>What We Are Looking For</strong></span></h3> <ul> <li>7+ years of experience across <strong>Sales Engineering, Solutions Architecture, Technical Partnerships, Partner Engineering, Technology Alliances, Partner Sales, or technical Business Development</strong> in B2B software.</li> <li>Strong technical fluency across APIs, authentication, cloud infrastructure, networking, security, developer platforms, or modern SaaS integrations.</li> <li>Experience leading technical discovery and translating customer or partner requirements into practical integration solutions.</li> <li>Demonstrated ability to explain complex technical concepts to both engineering teams and business stakeholders.</li> <li>Experience developing technology partnerships from initial opportunity through technical validation, commercial agreement, and launch.</li> <li>Strong commercial instincts with experience identifying customer value, building business cases, negotiating, and navigating complex partner organizations.</li> <li>Ability to influence Product and Engineering teams without formal authority while maintaining credibility with technical stakeholders.</li> <li>Comfort operating independently in a fast-moving environment where the solution, partnership model, or playbook may not yet exist.</li> </ul> <h3><span style="font-size: 12pt;"><strong>Nice to Have</strong></span></h3> <ul> <li>Experience with developer infrastructure, networking, cybersecurity, identity, cloud infrastructure, AI/LLM platforms, or developer tools.</li> <li>Experience working with APIs, SDKs, OAuth/OIDC, SSO, identity providers, webhooks, connectors, or other common integration patterns.</li> <li>Experience in a product-led or developer-first company.</li> <li>Experience with ISV, technology alliance, marketplace, OEM, or cloud partner ecosystems.</li> <li>Experience working with both emerging technology companies and large enterprise partners.</li> </ul> <h3><span style="font-size: 12pt;"><strong>Reporting Structure</strong></span></h3> <p>This role reports to <strong>Kevin Kotecki, President and CRO</strong>, and will work closely with <strong>Avery Pennarun (Co-Founder &amp; CEO), David Carney (Co-Founder &amp; CSO), Product, Engineering, Sales, and Solutions Engineering</strong> to develop and launch Tailscale's most important technology integrations.</p> <p>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.</p><div class="content-pay-transparency"><div class="pay-input"><div class="title">US Pay Range</div><div class="pay-range"><span>$300,000</span><span class="divider">&mdash;</span><span>$300,000 USD</span></div></div></div><div class="content-conclusion"><p><strong>What We Offer</strong></p> <ul> <li><strong>An inclusive, flexible environment where you can be your authentic self.</strong> 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.</li> <li><strong>A competitive total compensation package.</strong> This includes a base salary, an equity incentive plan and variable commission (for quota-based roles).</li> <li><strong>Comprehensive group benefits with no waiting period. </strong>Take advantage of coverage for health, vision, dental, and more for you and your family!</li> <li><strong>Remote first company</strong>—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.</li> <li><strong>Employer-funded retirement contributions. </strong>Tailscale will match your retirement contributions dollar-for-dollar, up to a maximum annual employer contribution equal to 0.75% of your eligible compensation.</li> <li><strong>Connect with other Tailscalars IRL. </strong>Attend our annual company retreat, participate in team off-sites, and collaborate in person with teammates across Canada, the United States, the United Kingdom, and Singapore. We support intentional in-person connection through team travel and distributed collaboration.<strong><br></strong></li> <li><strong>Support for your personal and professional development.</strong> Grow your career thoughtfully with $1500 USD annually for professional development, or take advantage of mentorship, coaching, and internal promotion opportunities.&nbsp;</li> <li><strong>Paid time off and a healthy work-life integration.&nbsp;</strong>Our flexible, paid time off program supports you for any situation life throws your way, whether moving homes or travelling the world!&nbsp;</li> <li><strong>A build-your-own home office setup. </strong>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.&nbsp;</li> <li><strong>Paid parental leave program</strong>. 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).</li> </ul> <p><em>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.</em></p> <p><em>Our hiring process uses AI-assisted tools to help screen and assess candidates. All hiring decisions are made by people.</em></p> <p><em>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 <a href="https://tailscale.com/scam-awareness">https://tailscale.com/scam-awareness</a>.</em></p></div>