OEM Sales Director

About Tailscale Tailscale is building the new Internet by delivering software that makes it easy to securely interconnect people and their devices, no matter where they are. From hobbyists to multinational corporations, teams of every size use Tailscale each day to protect their networks, share access to internal tools, and more. We're building a future for the Internet that's easy, sensible, and safe, like it used to be. Founded in 2019 and fully distributed, we're backed by Accel, CRV, Insight, Heavybit, and Uncork Capital. Job Description We are looking for an OEM Sales Director to build and scale Tailscale’s OEM and embedded partnerships. In this role, you’ll identify, structure, and close strategic partnerships with software platforms, infrastructure providers, and technology vendors embedding Tailscale into their products. This is a high-impact, quota-carrying role focused on developing new revenue streams through OEM, embedded, and platform partnerships. You’ll work closely with Sales, Product, Engineering, Legal, and Marketing to bring new distribution models to market and grow partner-driven revenue. If you enjoy building new business motions from the ground up, negotiating complex strategic deals, and helping developers and platforms securely connect their users and infrastructure, we’d love to talk. Key Responsibilities Build and scale the OEM motion: 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. Lead strategic deal execution: 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. Develop the OEM ecosystem: 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. Collaborate internally and externally: 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. What We Are Looking For 8–12+ years 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. Nice to Have Experience with developer platforms, networking, cloud infrastructure, or security products. Background in platform ecosystems or developer tooling. Experience launching new partner programs or distribution channels. As a company, we strive to maintain fair and equitable compensation practices within our team across all roles and all levels. Tailscale's compensation package includes base salary, equity, and comprehensive benefits. The salary range displayed on each job posting represents the target range for a new hire's base salary. Individual offers may ... (truncated, view full listing at source)