[Hiring] Integrations Partnerships Lead @Tailscale

Role Description

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
• 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
• Drive both organizations toward a successful launch

Qualifications

• 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.

Requirements

• 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.

Benefits

• An inclusive, flexible environment where you can be your authentic self.
• A competitive total compensation package, including base salary, equity incentive plan, and variable commission (for quota-based roles).
• Comprehensive group benefits with no waiting period, covering health, vision, dental, and more for you and your family.
• Remote first company with most teams working fully remotely.
• Employer-funded retirement contributions, matching dollar-for-dollar up to a maximum annual employer contribution equal to 0.75% of your eligible compensation.
• Support for personal and professional development with $1500 USD annually for professional development.
• Flexible, paid time off program supporting various life situations.
• Build-your-own home office setup with a company-owned laptop and $500 USD to customize your workstation.
• Paid parental leave program with top-ups for birthing and non-birthing parents.