Overview

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About the Role

As an Integrations Partnerships Lead at Tailscale, you will identify, develop, and manage strategic technical partnerships that extend the Tailscale platform through integrations with third-party products and services. Working at the intersection of product, engineering, and business development, you will build relationships with partners whose products complement Tailscale across its Aperture, PAM, and VPN product lines.

The role blends technical depth with commercial acumen. You will evaluate integration opportunities, understand partner technical architectures, coordinate joint development efforts, and drive integrations from concept through launch and ongoing success.

Job Responsibilities

  • Identify and prioritize integration partnership opportunities that extend platform capabilities and reach new customer segments.
  • Build and maintain relationships with technical and business stakeholders at partner companies, learning their product roadmaps and technical architectures.
  • Coordinate with Product, Engineering, Marketing, and Sales on partnership priorities, integration scope, and joint initiatives.
  • Evaluate the technical feasibility of proposed integrations and work with engineering teams on both sides to define approaches and requirements.
  • Negotiate partnership agreements with Legal and Business Development on terms that support long-term mutual success.
  • Develop go-to-market strategies for launched integrations, including co-marketing, sales enablement, and customer documentation.
  • Represent partners internally, advocating for partner needs in product planning and sharing insights for the Tailscale roadmap.
  • Monitor integration performance and partner health, and find ways to deepen relationships and expand collaboration.
  • Track competitive and ecosystem trends across networking, security, and identity to inform partnership strategy.

Job Requirements

  • Experience building or managing technical partnerships, integrations, or ecosystem programs at a B2B software company.
  • A track record of taking integrations from initial conversation through agreement, development, launch, and adoption.
  • Comfort discussing APIs, authentication patterns, and cloud infrastructure with engineers and product managers.
  • Strong cross-functional skills, aligning stakeholders across product, engineering, sales, marketing, and legal without direct authority.
  • Experience negotiating partnership or commercial agreements, with sound judgment on terms that matter.
  • Excellent written and verbal communication, translating between technical and business audiences.
  • A self-directed working style, managing multiple partnership workstreams in a distributed, asynchronous environment.
  • Familiarity with networking, security, or identity markets, and the partner ecosystems around them.
  • A genuine interest in how integrations create customer value, and curiosity about the broader platform ecosystem.

Job Qualifications

  • 7+ years of experience in partnerships, solutions engineering, sales engineering, product management, or a related role at a technology company.
  • Experience with developer platforms, API-driven products, or infrastructure software.
  • A background working with partners in AI, security, identity, or networking.
  • An understanding of networking concepts, VPN architectures, identity and access management, or adjacent technologies.
  • Experience launching co-marketing or go-to-market programs with partners.
  • Relationships within relevant technology partner ecosystems.
  • Experience working at a high-growth or remote-first company.

About Tailscale

Tailscale is building the new Internet: small, stable networks built on WireGuard, with simplified software and services, and infrastructure that spans cloud, on-premises, and peer-to-peer. Its team works to make connectivity tools, and the networks they create, radically simple, so teams can free up time and resources, focus on important work, and be safer at the same time.

Founded in 2019 and fully distributed, Tailscale is a remote-first company. Its headquarters is in Toronto, Canada, with a hub in New York and other hubs in the San Francisco Bay Area and United Kingdom. Most teams work fully remotely, hiring people in any country where the company has a legal entity.

Compensation and Benefits

Compensation depends on experience, skills, and impact. For this role, the CAN pay range is $402,000 CAD. Tailscale also offers competitive total compensation, including equity in a rapidly growing company, and benefits that include:

  • A comprehensive and flexible benefits package.
  • Flexible paid time off, taken as you need it.
  • Support for setting up a home office and a monthly technology stipend.
  • An annual professional development budget and coaching and training opportunities.
  • Virtual and in-person social events and annual company retreats.