Integrations Partnerships Lead

About this role

Lead technical partnerships and integrations that make Tailscale more valuable alongside customers’ existing tools. Own opportunities from discovery and solution design through commercial agreement, launch, and adoption, initially focusing on Aperture, PAM, and VPN integrations.

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

Reports to the President and CRO; collaborates with the CEO, CSO, Product, Engineering, Sales, and Solutions Engineering.

Stack

What you'll do

• Identify and develop technology partnerships based on customer needs and product priorities
• Lead partner and customer technical discovery, including architecture, APIs, authentication, security, and data flows
• Coordinate with Product and Engineering to assess feasibility and define integration requirements
• Drive partner opportunities through solution design, commercial alignment, launch, and adoption
• Develop integration business cases and support agreements, pricing, licensing, and revenue-sharing
• Share customer and partner feedback to inform integration priorities

What we're looking for

• 7+ years in sales engineering, solutions architecture, technical partnerships, partner engineering, technology alliances, partner sales, or technical business development
• Strong fluency in APIs, authentication, cloud infrastructure, networking, security, developer platforms, or SaaS integrations
• Experience translating partner or customer requirements into practical integration solutions
• Ability to communicate complex technical concepts to engineering and business stakeholders
• Experience developing partnerships from opportunity through technical validation, agreement, and launch
• Commercial judgment, negotiation skills, and ability to influence Product and Engineering without formal authority
• Able to 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
• Background at a product-led or developer-first company
• Experience with ISV, technology alliance, marketplace, OEM, or cloud partner ecosystems
• Experience working with both emerging technology companies and large enterprises

Benefits

• Equity incentive plan
• Remote-first work and coworking program
• Employer retirement contributions matching up to 0.75% of eligible compensation
• Flexible paid time off
• Paid parental leave: 20 weeks for birthing parents and 16 weeks for non-birthing parents
• $1,500 annual professional development allowance
• $500 home-office setup allowance and monthly internet reimbursement