Director, APAC Go-to-Market

This is a fully remote position, open to applicants in Singapore.

📋 Description

• Build and direct Tailscale’s go-to-market strategy in the APAC region, commencing from Singapore.

• Establish the APAC go-to-market strategy and identify regional investments.

• Manage the creation of the regional pipeline and drive revenue growth, including setting targets, planning, forecasting, and maintaining pipeline discipline.

• Identify priority markets, customer segments, use cases, and methods for market entry.

• Recruit, guide, and nurture the initial regional go-to-market team.

• Develop a high-performing APAC organization characterized by a strong culture, operational rhythms, and accountability.

• Personally engage with key strategic clients and complex enterprise sales opportunities.

• Forge relationships with senior technical and business leaders, acting as the executive sponsor for strategic customers.

• Position Tailscale as a credible and prominent technology company within the APAC region.

• Represent Tailscale at customer engagements, partner interactions, industry events, and within the wider technology ecosystem.

• Cultivate regional relationships and gather market intelligence.

• Provide APAC insights to global Sales, Marketing, Product, and Engineering teams.

• Identify future capabilities and necessary investments, while creating scalable systems for the region.

• Report directly to Tailscale President, Kevin Kotecki.

• Oversee hiring processes for roles such as Sales Development, Account Executives, Solutions Engineering, Customer Engineering, and Partner Marketing, with indirect oversight of functional departments in North America and EMEA.

⛳️ Requirements

• Extensive experience in enterprise technology go-to-market strategies, with significant experience leading Sales or a broader GTM organization throughout APAC.

• Proven ability to build or substantially scale a business in the APAC region.

• Demonstrated success in owning and surpassing significant pipeline and revenue targets in a B2B technology environment.

• In-depth understanding of the APAC technology landscape, particularly strong knowledge of Singapore and Southeast Asia.

• Successful experience working across diverse countries and cultures.

• Established connections within the regional channel and partner ecosystem, resulting in measurable commercial outcomes.

• Strong network of exceptional GTM talent within the region.

• Experience leading intricate enterprise opportunities personally.

• Proficient in selling highly technical products to sophisticated buyers.

• Relevant experience in areas such as infrastructure, networking, security, developer tools, cloud, or related enterprise technology.

• Strong commercial acumen and analytical capabilities, including proficiency in pipeline mathematics, forecasting, unit economics, market prioritization, and resource allocation.

• Exceptional cross-functional leadership skills across Sales, Marketing, Product, Engineering, Customer Success, Finance, and Operations.

• Outstanding written and verbal communication skills and a strong executive presence.

• Ability to navigate ambiguity, limited infrastructure, and shifting plans.

• High agency and low ego; readiness to personally establish the region while building a scalable organization.

• Insightful perspective on technology go-to-market transformations in the age of AI.

🏝️ Benefits

• An inclusive and flexible work environment that allows you to be your authentic self.

• Competitive total compensation package including base salary, equity incentive plan, and variable commission for roles based on quotas.

• Comprehensive group benefits with no waiting period, covering health, vision, dental, and additional perks for you and your family.

• Remote-first company offering fully remote work, virtual and in-person social events, and a corporate co-working program.

• Employer-funded retirement contributions matching retirement contributions dollar-for-dollar, up to a maximum annual employer contribution of 0.75% of eligible compensation.

• Annual company retreat and team off-sites.

• Team travel and distributed collaboration to foster intentional in-person connections.

• $1500 USD annually allocated for professional development.

• Opportunities for mentorship, coaching, and internal promotions.

• Flexible paid time off program.

• Company-provided laptop (Mac or PC).

• Monthly reimbursement for home internet costs.

• $500 USD workstation customization allowance.

• Paid parental leave top-ups: 20 weeks for birthing parents and 16 weeks for non-birthing parents.