Integrations Partnerships Lead

Thank you for considering Tailscale. If this job description resonates with you, please apply. 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. We encourage you to help us break that statistic! About Tailscale 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. About the Role 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. This is a hands-on technical partnerships role at the intersection of Sales Engineering and Partner Development. 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. 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. 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. Key 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. What We Are Looking For • 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. • 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. Nice to Have • 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 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. 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