Integrations Partnerships Lead

Tailscale

7d•Remote

About The Position

Tailscale is seeking an Integration Partnerships Lead to identify, develop, and launch technical partnerships that extend its products and make them more valuable alongside customers’ existing tools. This hands-on technical partnerships role sits at the intersection of Sales Engineering and Partner Development. The role works with technology partners, customers, Product, and Engineering to identify integration opportunities, understand technical requirements, design solutions, establish partnerships, and take integrations from concept through launch and adoption. The initial focus is on integrations across Aperture, Privileged Access Management (PAM), and VPN, with partners in AI, security, identity, infrastructure, developer tools, and adjacent technologies. The successful candidate will move between technical architecture and commercial partnership discussions, understand how products work together, explain customer value, navigate APIs and integration requirements, build relationships with technical and business stakeholders, and drive both organizations toward successful launches. The role reports to Kevin Kotecki, President and CRO, and works closely with the co-founders and teams across Product, Engineering, Sales, and Solutions Engineering. Tailscale is a fully distributed, remote-first company. The role offers a target U.S. base salary of $300,000, equity, and comprehensive benefits.

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.
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.
Ability to explain complex technical concepts to engineering teams and business stakeholders.
Experience developing technology partnerships from initial opportunity through technical validation, commercial agreement, and launch.
Strong commercial instincts, including 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.
Ability to operate independently in a fast-moving environment where solutions, partnership models, or playbooks may not yet exist.

Nice To Haves

Experience with developer infrastructure, networking, cybersecurity, identity, cloud infrastructure, AI/LLM platforms, or developer tools.
Experience 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 emerging technology companies and large enterprise partners.

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 with Product and Engineering to assess technical feasibility, define integration requirements, and determine implementation approaches.
Build trusted relationships across partner Product, Engineering, Sales, and Business Development teams and serve as Tailscale’s primary point of contact.
Develop technical and business cases 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 to Product and Engineering to inform future integration priorities.
Establish repeatable approaches for evaluating, building, launching, and scaling technology partnerships.

Benefits

Competitive total compensation package including base salary, equity incentive plan, and variable commission for quota-based roles.
Comprehensive group health, vision, and dental benefits, with no waiting period.
Remote-first work environment and corporate co-working program.
Employer-funded retirement contributions with dollar-for-dollar matching up to a maximum annual employer contribution equal to 0.75% of eligible compensation.
Annual company retreat, team off-sites, and support for team travel and in-person connection.
$1,500 USD annually for professional development, plus mentorship, coaching, and internal promotion opportunities.
Flexible paid time off program.
Company-owned laptop, monthly home internet reimbursement, and $500 USD for workstation setup.
Paid parental leave top-ups: 20 weeks for birthing parents and 16 weeks for non-birthing parents.

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