402K–402K CAD / year
Integrations Partnerships Lead
Business developmentRemote — Canada, United States, United Kingdom, Singapore
Published on 2026-10-30
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About this role
Develop and launch technical partnerships that extend Tailscale’s products, initially focusing on Aperture, privileged access management, and VPN integrations. This hands-on role combines technical discovery and solution design with commercial partnership development, working across partners, customers, Product, and Engineering.
About the company
Tailscale builds a zero-config mesh VPN on WireGuard so teams can securely connect devices, servers, and cloud resources without traditional VPN complexity.
The team
Works closely with the co-founders, Product, Engineering, Sales, and Solutions Engineering; reports to the President and CRO.
Stack
APIsOAuthOIDCSSOwebhooksSDKsidentity providerscloud infrastructure
What you'll do
- Identify and develop technology and integration partnerships based on customer needs and market opportunities.
- Own partner opportunities from outreach and technical discovery through solution design, agreements, launch, and adoption.
- Assess architectures, APIs, authentication, security requirements, data flows, and integration use cases.
- Work with Product and Engineering to evaluate feasibility and define integration requirements.
- Develop integration business cases and align commercial terms with partners.
- Coordinate launch and adoption with Sales, Solutions Engineering, Marketing, and Customer Success.
- Bring customer and partner feedback to Product and Engineering and establish repeatable partnership processes.
What we're looking for
- 7+ years in Sales Engineering, Solutions Architecture, Technical Partnerships, Partner Engineering, Technology Alliances, Partner Sales, or technical business development in B2B software.
- Strong technical fluency in APIs, authentication, cloud infrastructure, networking, security, developer platforms, or SaaS integrations.
- Experience leading technical discovery and translating requirements into practical integration solutions.
- Ability to explain technical concepts to engineering and business stakeholders.
- Experience developing technology partnerships through validation, commercial agreement, and launch.
- Strong commercial judgment, including building business cases, negotiating, and navigating partner organizations.
- Ability to influence Product and Engineering without formal authority and work independently in a fast-moving environment.
Nice to have
- Experience in developer infrastructure, networking, cybersecurity, identity, cloud, AI/LLM platforms, or developer tools.
- Experience with APIs, SDKs, OAuth/OIDC, SSO, identity providers, webhooks, or connectors.
- Experience at a product-led or developer-first company.
- Experience with ISV, technology alliance, marketplace, OEM, or cloud partner ecosystems.
- Experience working with emerging technology companies and large enterprise partners.
Benefits
- Base salary, equity incentive plan, and variable commission for quota-based roles.
- Health, vision, and dental coverage with no waiting period.
- Remote-first work, with access to a corporate coworking program and company retreats and team off-sites.
- Employer retirement contributions matched dollar-for-dollar up to 0.75% of eligible compensation.
- $1,500 USD annual professional development budget.
- Flexible paid time off.
- Company laptop, monthly home internet reimbursement, and $500 USD for home office setup.
- Paid parental leave top-ups: 20 weeks for birthing parents and 16 weeks for non-birthing parents.