Integrations Partnerships Lead

About Tailscale

Tailscale makes it effortless to securely interconnect people and their devices from anywhere. Our software helps teams protect networks, share access to internal tools, and more—serving developers and enterprises alike with a future internet that is easy, sensible, and safe.

About the Role

We are seeking an Integration Partnerships Lead to identify, develop, and launch technical partnerships that extend our products. This hands-on role sits at the intersection of Sales Engineering and Partner Development. You will work directly with technology partners, customers, Product, and Engineering teams to understand requirements, design solutions, establish partnerships, and drive integrations from concept through adoption.

Key Responsibilities

• Identify and develop high-value technology and integration partnerships based on customer needs and market opportunities.
• Lead technical discovery sessions with partners and customers to understand architectures, APIs, authentication, security requirements, data flows, and use cases.
• Collaborate with Product and Engineering to assess feasibility, define requirements, and determine implementation approaches for integrations across Aperture, Privileged Access Management (PAM), VPN, AI, security, identity, infrastructure, developer tools, and more.
• Build trusted relationships across all Tailscale teams while serving as the primary point of contact at our company.
• Develop technical and business cases for integrations including customer value, use cases, implementation requirements, and commercial opportunities.
• Partner with Legal and Finance on agreements, pricing, packaging, licensing, and revenue-sharing structures where appropriate.
• Collaborate cross-functionally to launch integrations and drive adoption while bringing feedback back to Product and Engineering.

What We Are Looking For

We need a candidate with 7+ years of experience in Sales Engineering, Solutions Architecture, Technical Partnerships, Partner Engineering, Technology Alliances, or technical Business Development within B2B software. You must possess strong technical fluency across APIs, authentication, cloud infrastructure, networking, security, and SaaS integrations.

Nice to Have

• Experience with developer infrastructure, cybersecurity, identity, AI/LLM platforms, or developer tools.
• Familiarity with integration patterns including OAuth/OIDC, SSO, webhooks, connectors, etc.