Remote opportunity at
TailscaleIntegrations Partnerships Lead
Tailscale seeks an Integrations Partnerships Lead to drive technical and commercial partnerships that expand software utility and integrate with tools used by customers. Operating in a…
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About This Role
Tailscale seeks an Integrations Partnerships Lead to drive technical and commercial partnerships that expand software utility and integrate with tools used by customers. Operating in a remote environment, this position bridges partner development and sales engineering, focusing initially on Aperture, Privileged Access Management, and VPN integrations across artificial intelligence, security, identity, and developer platforms. Founded in 2019, the organization builds secure networking software designed to facilitate safe device connectivity for…
Job Description
Tailscale seeks an Integrations Partnerships Lead to drive technical and commercial partnerships that expand software utility and integrate with tools used by customers. Operating in a remote environment, this position bridges partner development and sales engineering, focusing initially on Aperture, Privileged Access Management, and VPN integrations across artificial intelligence, security, identity, and developer platforms. Founded in 2019, the organization builds secure networking software designed to facilitate safe device connectivity for individuals and large enterprises.
This hands-on role suits professionals with extensive B2B software experience who can navigate complex technical architecture discussions alongside business negotiations. The chosen candidate will guide partnerships from initial discovery through launch and adoption while collaborating closely with product, engineering, legal, finance, sales, and marketing teams.
Responsibilities
- Identify and develop high-value technology and integration partnerships aligned with market opportunities and customer needs
- Manage partnership lifecycles from initial outreach and technical discovery to solution design and commercial alignment
- Lead technical discovery sessions regarding architectures, APIs, security requirements, and data flows
- Partner with engineering and product teams to assess technical feasibility and establish integration requirements
- Build relationships with partner stakeholders across engineering, product, sales, and business development
- Formulate the technical and business justification for integrations, including customer value and use cases
- Coordinate with legal and finance departments regarding agreements, pricing, and revenue-sharing structures
- Collaborate with sales, marketing, and customer success teams to facilitate product launches and drive adoption
- Deliver market and partner feedback to the product and engineering groups to guide future roadmap priorities
- Establish repeatable frameworks for scaling and evaluating technology partnerships
Requirements
- At least seven years of professional experience in technical partnerships, sales engineering, solutions architecture, technology alliances, or technical business development within B2B software
- Technical fluency spanning APIs, authentication, cloud infrastructure, networking, security, developer platforms, or modern SaaS integrations
- Demonstrated background in leading technical discovery and translating partner requirements into practical solutions
- Proven ability to articulate complex technical concepts clearly to both technical and commercial stakeholders
- Experience taking technology partnerships through technical validation, commercial agreement, and launch
- Commercial acumen in identifying customer value, negotiating, and navigating complex partner organizations
- Capacity to influence cross-functional teams without formal authority while retaining credibility with engineers
Qualifications
- Familiarity with developer infrastructure, networking, cybersecurity, identity, AI or large language model platforms, and developer tools
- Working knowledge of SDKs, OAuth, OIDC, single sign-on, identity providers, webhooks, or connectors
- Background in a product-led or developer-first enterprise
- Experience with independent software vendor, technology alliance, marketplace, OEM, or cloud partner ecosystems
- Experience engaging with both emerging technology companies and large enterprise partners
Core Skills
Benefits
- Competitive total compensation package including a base salary of 402,000 Canadian dollars per year, an equity incentive plan, and variable commission for quota-based roles
- Comprehensive group benefits for employees and their families with no waiting period, covering health, vision, and dental care
- Employer-matched retirement contributions up to 0.75 percent of eligible compensation
- Annual professional development allowance of 1,500 United States dollars
- Flexible paid time off program
- Home office setup including a company-owned laptop of choice, a monthly internet stipend, and 500 United States dollars for workspace customization
- Paid parental leave program offering 20 weeks for birthing parents and 16 weeks for non-birthing parents
- Opportunities for company retreats, team travel, and participation in a corporate co-working program
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
What is the location and remote work policy for this role?
Tailscale operates as a remote-first company where most teams work fully remotely, and employees can participate in virtual and in-person events or utilize corporate co-working spaces nearby.
What is the salary for the Integrations Partnerships Lead position?
The target base salary range for this role is 402,000 Canadian dollars per year, supplemented by an equity incentive plan and comprehensive benefits.
Who does this role report to?
This position reports directly to Kevin Kotecki, President and Chief Revenue Officer.
How can I apply if I need an accommodation during the recruitment process?
Candidates requiring an accommodation at any stage of the hiring process or related to the role should contact their recruiter.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.