Tailscale

Sales

• Identify and close OEM and embedded partnerships with software platforms, infrastructure providers, and technology vendors.
• Structure commercial agreements including licensing, revenue share, and go-to-market frameworks.
• Drive OEM-sourced and OEM-influenced revenue.
• Own end-to-end opportunity management for OEM partnerships—from discovery through contract and launch.
• Partner with executives and product leaders at target companies to align on product integration and commercial strategy.
• Negotiate complex agreements involving pricing models, embedded licensing, and co-selling.
• Create and execute a repeatable OEM go-to-market strategy.
• Identify priority segments (developer platforms, cloud services, enterprise SaaS, infrastructure tools).
• Build pipeline and land strategic lighthouse customers.
• Work closely with Product and Engineering to align OEM opportunities with the product roadmap.
• Work with marketing to launch joint solutions to drive brand awareness.
• Align with Customer Experience to support OEM customer adoption and expansion.
• Educate and enable partner teams on how Tailscale solves real networking and connectivity problems.
• Develop best practices for partner onboarding, enablement, and revenue growth.

OEM Sales Director

Procurement

• Build and own Tailscale's procurement function, including intake, policy, approval paths, vendor governance, and operating rhythms for software, SaaS, cloud, data, and professional services spend.
• Manage procurement requests from intake to signature, prioritizing across competing asks and aligning stakeholders on requirements and timelines.
• Lead all vendor negotiations directly: pricing, order forms, SLAs, SOWs, renewals, and key commercial terms, with the goal of securing the best possible outcomes for Tailscale.
• Partner closely with Legal and Security, and where relevant Finance, IT, Privacy, and business owners, to coordinate contract review, security/privacy diligence, risk assessment, and approvals.
• Design and implement scalable tooling and systems for procurement intake, contract and renewal tracking, approval routing, and reporting, plus the playbooks and templates that drive consistency.
• Own vendor lifecycle management, including renewal planning, usage review, supplier performance, and opportunities for consolidation or cost optimization.

Procurement Manager

Account Executive

• Become an expert in how Tailscale helps our customers
• Build a credible pipeline every quarter by engaging with clients on upsells and renewals
• Own an upsell and renewal number across your accounts
• Help educate customers on the value of Tailscale throughout the evaluation & adoption cycle
• Generate short-term results while maintaining annual pipeline coverage
• Provide accurate weekly forecasting & revenue delivery
• Create mutual action/success plans with prospective and existing customers where appropriate to help them evaluate and expand their usage of the Tailscale product

Customer Account Executive

Sales Development Rep

• Lead, coach, and mentor a team of Sales Development Representatives with clear goals, actionable feedback, and ongoing skill development.
• Become an expert in how Tailscale solves real customer problems, and train your team to articulate that value with clarity and confidence.
• Build, refine, and operationalize our prospecting playbook across inbound and outbound channels.
• Drive team performance through regular coaching sessions, call reviews, pipeline reviews, and weekly/monthly operational cadences.
• Partner closely with Sales, Marketing, RevOps, and Enablement to align ICP, improve lead quality, run campaigns, and accelerate pipeline creation.
• Own SDR KPIs: track performance, forecast pipeline creation, and use data to identify opportunities for conversion improvements.
• Recruit, onboard, and ramp exceptional SDR talent, helping them grow into future Account Executives or leaders at Tailscale.
• Foster an inclusive, collaborative, high-energy culture rooted in curiosity, accountability, and customer empathy.
• Represent the SDR team in cross-functional planning and help shape our go-to-market strategy as we scale.

Manager, Sales Development Representative

Engineer

• Design, implement, test, and maintain core client features in Go: connection orchestration, reconnection strategies, NAT traversal, encrypted transport lifecycle, and sync logic.
• Ship end-to-end client work: design, implementation, launch, and observability (metrics, logs, traces).
• Diagnose and reduce client performance and reliability issues.
• Collaborate closely with product, per-platform clients, and platform teams.
• Champion engineering excellence by driving code quality, architectural reviews, and design documentation.
• Provide technical leadership and mentorship to other engineers, fostering a culture of learning and knowledge sharing.

Core Client Engineer

Go Core Client Engineer

Product Manager

• Set the vision and roadmap for the control plane.
• Define what "done" looks like at each phase of our HA & vertical scaling efforts.
• Shape the multi-tenancy evolution.
• Push for user experiences to be API-first.
• Keep the HA program moving across Control Plane, Identity, and Infrastructure.
• Work with GTM, Customer Success, and Security on the compliance and administration gaps.

Product Manager, Control Plane

• Own the product strategy and roadmap for Tailscale's entitlements, plans, and billing infrastructure
• Own the Stripe integration and payment processing stack
• Build and manage the usage data ingestion pipeline and APIs
• Design the UX for usage reports and invoices
• Define and manage entitlements and plan structures
• Own enterprise billing workflows
• Partner with the Growth PM to build shared metering and event data infrastructure
• Partner with Finance and GTM to develop pricing and packaging changes
• Define and track key billing metrics

Product Manager, Billing

• Set the vision and roadmap for the control plane: coordination server, compliance, and the management API
• Define what "done" looks like at each phase of our HA & vertical scaling efforts
• Shape the multi-tenancy evolution
• Push for user experiences to be API-first
• Keep the HA program moving across Control Plane, Identity, and Infrastructure
• Work with GTM, Customer Success, and Security on the compliance and administration gaps

• Own the product strategy and roadmap for Tailscale's entitlements, plans, and billing infrastructure
• Own the Stripe integration and payment processing stack — plan selection, payment UX, subscription lifecycle management
• Build and manage the usage data ingestion pipeline and APIs that power metering, usage reporting, and usage-based billing
• Design the UX for usage reports and invoices — making billing data clear and trustworthy for both self-serve and enterprise customers
• Define and manage entitlements and plan structures that map Tailscale's pricing and packaging to the features customers can access
• Own enterprise billing workflows, including Salesforce ↔ billing entitlement sync and custom enterprise plan management
• Partner with the Growth PM to build shared metering and event data infrastructure that serves both product analytics and billing
• Partner with Finance and GTM to develop and execute pricing and packaging changes, translating business strategy into product requirements
• Define and track key billing metrics (expansion revenue, billing-related churn, invoice accuracy, support ticket volume) and use data to prioritize the roadmap

Implementation Specialist

• Own the end-to-end technical onboarding journey for a high volume of accounts, with a relentless focus on ensuring customers reach Time To Value (TTV) in under 30 days.
• Provide hands-on guidance for technical configurations, including Identity Provider (IdP) integration, Tailnet administration, ACL policy definition, and MDM deployments.
• Partner closely with AEs and SEs to ingest technical requirements from the pre-sales cycle and ensure a seamless transition to active usage.
• Act as a critical feedback loop for the Product and Engineering teams by identifying recurring friction points or bugs during the onboarding phase and advocating for fixes.
• Maintain rigorous data hygiene within sales (SFDC) and CSP tooling to provide visibility into onboarding completion rates, TTV, and overall customer health metrics.
• Bridge the gap between initial setup and long-term support by facilitating clean handoffs to the Support and Post-sales teams once adoption milestones are met.
• Define and refine onboarding success metrics, including the development of post-onboarding surveys and in-product adoption targets.

Implementation Engineer

Full-stack Engineer

• Support and enable internal business units through shared engineering services and functionalities, building the tools and processes for those teams to succeed.
• Build relationships with multiple stakeholders across the organization to understand and meet their needs with projects you'll own end to end.
• Work directly with internal customer-facing teams to empower their mission and take pride in making their day-to-day lives easier. Work with product engineering to extract the data needed to drive business decisions.
• Introducing new developer tooling to increase engineering productivity
• Improving existing tools, such as CI/CD
• Using information from production data to surface potential issues
• Creating tooling for dev and staging environments
• Work as part of a team of engineers to design, build, test, and document core software components.
• Exhibit ownership over the running services that comprise Tailscale’s product by building for observability, participating in incident response, and fielding customer support escalations.
• Analyze and improve efficiency, scalability, and stability of various system resources.

Software Engineer, Engineering Tooling

• Support and enable internal business units through shared engineering services and functionalities, building the tools and processes for those teams to succeed.
• Build relationships with multiple stakeholders across the organization to understand and meet their needs with projects you'll own end to end.
• Work directly with internal customer-facing teams to empower their mission and take pride in making their day-to-day lives easier. Work with product engineering to extract the data needed to drive business decisions.
• Introducing new developer tooling to increase engineering productivity
• Improving existing tools, such as CI/CD
• Using information from production data to surface potential issues
• Creating tooling for dev and staging environments
• Exhibit ownership over the running services that comprise Tailscale’s product by building for observability, participating in incident response, and fielding customer support escalations.
• Analyze and improve efficiency, scalability, and stability of various system resources.