Integrations Partnerships Lead

Job not on LinkedIn

🔥 13 hours ago

🌐 United States, Canada – Remote

🇺🇸 United States – Remote 🇨🇦 Canada – Remote

💵 $300k / year

⏰ Full Time

🟠 Senior

💰 Account Manager

👻 Ghost score 20%

What it means: the chance that no one is really hiring for this job.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Tailscale

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2020

☁️ SaaS

🔐 Security

📡 Telecommunications

💰 $100M Series B on 2022-05

SaaS • Security • Telecommunications

Tailscale is a company that provides a modern VPN solution founded on WireGuard technology, simplifying networking by creating secure, software-defined networks that connect users, services, and devices with ease. By eliminating the complexities of legacy VPNs, Tailscale offers secure remote access, site-to-site networking, and multi-cloud networking, all while ensuring user-friendly, quick deployment without complex configurations. Recognized for enabling zero-trust environments and seamless workflows, Tailscale supports robust security features such as automated user onboarding, encryption, and access control lists (ACLs). This tool is particularly popular for both enterprise and personal use, praised for its integration capabilities and ease of use, making secure networking accessible anywhere, regardless of infrastructure.

📋 Description

• 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 covering architectures, APIs, authentication, security requirements, data flows, and integration use cases • Work with Product and Engineering to assess technical feasibility, define integration requirements, and determine implementation approaches • Build relationships across partner Product, Engineering, Sales, and Business Development teams as Tailscale's primary point of contact • Develop technical and business cases 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 • Collaborate with Sales, Solutions Engineering, Marketing, and Customer Success to launch integrations and drive adoption • Bring customer, partner, and market feedback to Product and Engineering to inform integration priorities • Establish repeatable approaches for evaluating, building, launching, and scaling technology partnerships • Report to Kevin Kotecki, President and CRO, while working with Tailscale leadership, Product, Engineering, Sales, and Solutions Engineering

🎯 Requirements

• 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 • Ability to explain complex technical concepts to engineering teams and business stakeholders • Experience developing technology partnerships from initial opportunity through technical validation, commercial agreement, and launch • 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 • Ability to operate independently in a fast-moving environment • Nice to have: experience with developer infrastructure, networking, cybersecurity, identity, cloud infrastructure, AI/LLM platforms, or developer tools • Nice to have: experience with APIs, SDKs, OAuth/OIDC, SSO, identity providers, webhooks, connectors, or other common integration patterns • Nice to have: experience in a product-led or developer-first company • Nice to have: experience with ISV, technology alliance, marketplace, OEM, or cloud partner ecosystems • Nice to have: experience working with emerging technology companies and large enterprise partners

🏖️ Benefits

• An inclusive, flexible environment where you can be your authentic self • A competitive total compensation package including base salary, an 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 contributions matching employee contributions 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 internal promotion opportunities • Flexible paid time off program • Company-owned laptop (Mac or PC) • Monthly home internet reimbursement • $500 USD home office customization allowance • Paid parental leave top-ups: 20 weeks for birthing parents and 16 weeks for non-birthing parents

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