Integrations Partnerships Lead

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

📋 Description

• Identify and cultivate valuable technology and integration partnerships tailored to customer requirements, product priorities, and market potential.

• Manage partner opportunities from initial outreach and technical exploration through solution design, commercial alignment, launch, and continuous adoption.

• Conduct technical discovery sessions with partners and customers, focusing on architectures, APIs, authentication, security needs, data flows, and integration use cases.

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

• Foster relationships across partner Product, Engineering, Sales, and Business Development teams, serving as Tailscale's primary liaison.

• Create technical and business cases for integrations, detailing customer value, use cases, implementation needs, and commercial prospects.

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

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

• Gather feedback from customers, partners, and the market to guide Product and Engineering on integration priorities.

• Develop repeatable methods for assessing, building, launching, and scaling technology partnerships.

• Report to Kevin Kotecki, President and CRO, while collaborating with Tailscale 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 within B2B software.

• Strong technical knowledge of APIs, authentication, cloud infrastructure, networking, security, developer platforms, or modern SaaS integrations.

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

• Ability to articulate complex technical ideas to both engineering teams and business stakeholders.

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

• Skill in identifying customer value, constructing business cases, negotiating, and navigating intricate partner organizations.

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

• Ability to work independently in a dynamic environment.

• Nice to have: experience with developer infrastructure, networking, cybersecurity, identity, cloud infrastructure, AI/LLM platforms, or developer tools.

• Nice to have: familiarity with APIs, SDKs, OAuth/OIDC, SSO, identity providers, webhooks, connectors, or other standard integration patterns.

• Nice to have: experience in a product-led or developer-first organization.

• Nice to have: experience with ISV, technology alliances, marketplaces, OEM, or cloud partner ecosystems.

• Nice to have: experience collaborating with emerging technology companies and large enterprise partners.

🏝️ Benefits

• An inclusive, flexible environment where you can truly be yourself.

• A competitive total compensation package that includes base salary, an 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.

• A remote-first work culture.

• Opportunities for virtual and in-person social events.

• A corporate co-working program.

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

• Annual company retreats and team off-sites.

• $1500 USD per year allocated for professional development.

• Access to mentorship, coaching, and internal promotion opportunities.

• A flexible paid time off program.

• A company-issued laptop (Mac or PC).

• Monthly reimbursement for home internet expenses.

• A $500 USD allowance for home office customization.

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