OEM Sales Director

2 weeks, 5 days ago
Full-time
Lead
Sales and Business Development
Tailscale

Tailscale

Tailscale is a zero config VPN service that simplifies network security and connectivity for teams of any scale, offering easy deployment, minimal latency, and compatibility with existing services.

Diversified Telecommunication Services
51-250
Founded 2019
$115M raised

Description

  • Identify, structure, and close OEM and embedded partnerships with software platforms, infrastructure providers, and technology vendors.
  • Own end-to-end opportunity management for OEM partnerships from discovery through contract negotiation and launch.
  • Structure commercial agreements including licensing, revenue share, pricing models, and go-to-market frameworks.
  • Drive OEM-sourced and OEM-influenced revenue through strategic partner deals.
  • Build and execute a repeatable OEM go-to-market strategy across priority segments such as developer platforms, cloud services, enterprise SaaS, and infrastructure tools.
  • Build pipeline and secure strategic lighthouse customers for the OEM motion.
  • Partner with executives and product leaders at target companies to align on product integration and commercial strategy.
  • Collaborate with Product and Engineering to align OEM opportunities with the product roadmap.
  • Work with Marketing and Customer Experience to launch joint solutions, support adoption, and enable expansion.
  • Educate and enable partner teams on how Tailscale solves networking and connectivity problems.

Requirements

  • 8-12+ years of experience in enterprise sales, business development, or strategic partnerships.
  • Experience structuring OEM, embedded, platform, or licensing partnerships in SaaS, developer tools, networking, or infrastructure.
  • Track record of closing complex multi-stakeholder deals with large technology companies.
  • Strong commercial instincts and comfort negotiating revenue share, licensing, and platform agreements.
  • Ability to work cross-functionally with product, engineering, and legal teams.
  • Exceptional communication and executive relationship-building skills.
  • Self-directed and comfortable operating in a fast-moving, distributed environment.
  • Experience with developer platforms, networking, cloud infrastructure, or security products is preferred.
  • Background in platform ecosystems or developer tooling is preferred.
  • Experience launching new partner programs or distribution channels is preferred.

Benefits

  • Competitive total compensation package with base salary, equity incentive plan, and variable commission for quota-based roles.
  • CAN pay range (OTE) of $335,000 to $428,000 CAD.
  • Comprehensive group benefits with no waiting period, including health, vision, and dental coverage for employees and their families.
  • Remote-first work environment with flexibility to work from wherever there is Wi-Fi.
  • $1,500 USD annually for professional development, plus mentorship, coaching, and internal promotion opportunities.
  • Flexible paid time off to support work-life integration.
  • Home office support including a company-owned laptop, monthly internet reimbursement, and $1,000 USD to customize your workstation.
  • Generous parental leave program with top-ups for up to 26 weeks, available from day one.

Interested in this position?

Apply directly on the company website

Apply Now

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