Integrations Partnerships Lead

This is a fully remote position, open to applicants in Canada, +1 more country.

📋 Description

• Identify and cultivate high-value technology and integration partnerships based on customer requirements, product priorities, and market possibilities.

• Manage partner opportunities from the initial outreach and technical discovery stages through to solution design, commercial alignment, launch, and ongoing adoption.

• Lead technical discovery sessions with partners and customers, covering architectures, APIs, authentication, security requirements, data flows, and integration use cases.

• Collaborate with Product and Engineering teams to evaluate technical feasibility, outline integration requirements, and establish implementation strategies.

• Build and maintain relationships across partner Product, Engineering, Sales, and Business Development teams as Tailscale's main point of contact.

• Create technical and business cases for integrations, encompassing customer value, use cases, implementation requirements, and commercial potential.

• Work alongside Legal and Finance on agreements, pricing, packaging, licensing, and revenue-sharing frameworks.

• Partner with Sales, Solutions Engineering, Marketing, and Customer Success to launch integrations and enhance adoption.

• Gather customer, partner, and market feedback to relay to Product and Engineering, guiding integration priorities.

• Establish repeatable methodologies for evaluating, constructing, launching, and scaling technology partnerships.

• Report directly to Kevin Kotecki, President and CRO, while collaborating closely with company leadership, Product, Engineering, Sales, and Solutions Engineering.

⛳️ Requirements

• Over 7 years of experience in Sales Engineering, Solutions Architecture, Technical Partnerships, Partner Engineering, Technology Alliances, Partner Sales, or technical Business Development in B2B software.

• Strong technical fluency in areas such as APIs, authentication, cloud infrastructure, networking, security, developer platforms, or modern SaaS integrations.

• Proven experience in leading technical discovery and converting customer or partner requirements into actionable integration solutions.

• Capability to articulate complex technical concepts to both engineering teams and business stakeholders.

• Background in developing technology partnerships from initial opportunity through technical validation, commercial agreement, and launch.

• Strong commercial acumen with a history of identifying customer value, constructing business cases, negotiating, and navigating complex partner organizations.

• Ability to influence Product and Engineering teams without formal authority while maintaining trust with technical stakeholders.

• Competence to operate independently in a dynamic environment where solutions, partnership models, or playbooks may still be in development.

🏝️ Benefits

• An inclusive, flexible environment where you can be your authentic self.

• Competitive total compensation package including a base salary, equity incentive plan, and variable commission for quota-based roles.

• Comprehensive group benefits with no waiting period, including health, vision, dental, and more for you and your family.

• Remote-first work environment.

• Virtual and in-person social events.

• Corporate co-working program.

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

• Annual company retreat and team off-sites.

• $1500 USD annually for professional development.

• Mentorship, coaching, and opportunities for internal promotions.

• Flexible paid time off program.

• Company-owned laptop (Mac or PC).

• Monthly home internet reimbursement.

• $500 USD home office workstation customization allowance.

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

• Accessible and inclusive hiring process with accommodations available.