Integrations Partnerships Lead; Remote

Integration Partnerships Lead

Location: Remote (United States)

Department: Sales

As we grow, integrations are becoming an increasingly important part of how customers build with Tailscale. We're looking for an Integration Partnerships Lead to help identify, develop, and launch the technical partnerships that extend our products and make Tailscale more valuable alongside the tools our customers already use.

This is a hands-on technical partnerships role at the intersection of Sales Engineering and Partner Development
. You'll work directly with technology partners, customers, Product, and Engineering to identify integration opportunities, understand technical requirements, design solutions, establish the partnership, and help take integrations from concept through launch and adoption.

You'll initially focus on integrations across Aperture, Privileged Access Management (PAM), and VPN, working with partners across AI, security, identity, infrastructure, developer tools, and adjacent technologies.

We're looking for someone who can move comfortably between a technical architecture conversation and a commercial partnership discussion. You should be able to understand how two products work together, explain the customer value, navigate APIs and integration requirements, build relationships with technical and business stakeholders, and drive both organizations toward a successful launch.

• 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 to understand architectures, APIs, authentication, security requirements, data flows, and integration use cases.
• Work closely with Product and Engineering to assess technical feasibility, define integration requirements, and determine the right implementation approach.
• Build trusted relationships across partner Product, Engineering, Sales, and Business Development teams while serving as the primary point of contact at Tailscale.
• Develop the technical and business case 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 where appropriate.
• Collaborate with Sales, Solutions Engineering, Marketing, and Customer Success to launch integrations and drive customer and partner adoption.
• Bring customer, partner, and market feedback back to Product and Engineering to help inform future integration priorities.
• Help establish repeatable approaches for evaluating, building, launching, and scaling technology partnerships as the ecosystem grows.

• 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.
• Demonstrated ability to explain complex technical concepts to both engineering teams and business stakeholders.
• Experience developing technology partnerships from initial opportunity through technical validation, commercial agreement, and launch.
• Strong commercial instincts with experience identifying customer value, building business cases, negotiating, and navigating…