Strategic Tech Integrations & Partnerships Lead

Tailscale; United States; Remote; USD 270,000 - 330,000; Full time

Benefits offered by this job

Remote-first company

Competitive compensation package

Health benefits

Retirement contributions

Professional development allowance

Paid time off

Home office setup

Job summary

Tailscale is seeking an Integration Partnerships Lead to identify, develop, and launch technical partnerships that extend our products. You will work at the intersection of Sales Engineering and Partner Development, collaborating with Product, Engineering, and Legal teams to drive adoption and value realization across partnerships.

This remote role requires strong technical fluency and a track record of moving partnerships from discovery through launch.

Qualifications

• 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 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 complex partner organizations.
• Ability to influence Product and Engineering teams without formal authority while maintaining credibility with technical stakeholders.
• Comfort operating independently in a fast-moving environment where the solution, partnership model, or playbook may not yet exist.

Responsibilities

• 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.

Skills

Sales Engineering

Solutions Architecture

Technical Partnerships

Partner Engineering

Technology Alliances

Partner Sales

Business Development

Job description

Tailscale is seeking an Integration Partnerships Lead to identify, develop, and launch technical partnerships that extend our products. You will work at the intersection of Sales Engineering and Partner Development, collaborating with Product, Engineering, and Legal teams to drive adoption and value realization across partnerships.

This remote role requires strong technical fluency and a track record of moving partnerships from discovery through launch.