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 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 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 such as developer platforms, cloud services, enterprise SaaS, and infrastructure tools.
  • Build pipeline and land strategic lighthouse customers.
  • Work closely with Product, Engineering, Marketing, and Customer Experience to support roadmap alignment, joint launches, adoption, and expansion.

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

  • Target OTE of $250,000-$300,000 USD, inclusive of base salary and variable compensation tied to quarterly sales targets.
  • Competitive total compensation package including base salary, equity incentive plan, and variable commission.
  • Comprehensive group benefits with no waiting period, including health, vision, and dental coverage for you and your family.
  • Remote-first work environment with flexibility to work from wherever you have 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 home internet reimbursement, and $1,000 USD for workstation setup.
  • Generous parental leave with top-ups for up to 26 weeks, available from the first day.

Interested in this position?

Apply directly on the company website

Apply Now

Similar Roles

Business Development Representative

MariaDB.org 11-50 Internet Software & Services

MariaDB is hiring a Business Development Representative in Bangalore or remote India to qualify inbound leads, drive outbound prospecting, and generate qualified sales opportunities for its database platform.

Linux MariaDB Salesforce
34 minutes ago

Senior Business Development Manager - Water Industry

1Spatial 51-250 IT Services

1Spatial is hiring a Senior Business Development Manager to drive growth in the UK water sector by helping clients modernise data-driven asset management and deliver AMP8-aligned transformation outcomes.

Salesforce
1 hour, 5 minutes ago

Business Development Manager (Slovakia)

Ajax Systems 251-1K Professional Services

Ajax Systems is hiring a remote Business Development Manager in Bratislava to grow its security systems business by developing partnerships, expanding market presence, and driving sales performance in Slovakia.

1 hour, 31 minutes ago

M&A Associate

PartnerOne 51-250 Media

Partner One is hiring a full-time, remote M&A Associate to support software company acquisitions across sourcing, evaluation, due diligence, and execution within its Mergers & Acquisitions team.

3 hours, 3 minutes ago

You're on a roll! Sign up now to keep applying.

Sign Up

Already have an account? Log in

Used by 14,729+ remote workers