Channel Sales Manager (West)

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

Tailscale is looking to hire a Channel Sales Manager (West) who will lead business development strategy and execution with Tailscale’s growing community of Channel partners (MSPs, Resellers, VARs, etc.) This is a fantastic opportunity to scale Tailscale’s partnership strategy by developing a comprehensive go-to-market plan and launching strategic sales motions with Tailscale MSPs and VARs. Your ultimate goal is extending Tailscale’s reach, building sales pipeline, and driving revenue with a strategic set of partners. You will work closely with others across the Tailscale GTM team including the Sales, Marketing, and Product teams. This is a quota-carrying role reporting into the Revenue organization.

Responsibilities

• Responsible for identifying, recruiting, and operationalizing key partners that will help accelerate Tailscale’s reach and customer adoption.
• Responsible for business planning, partnership, and GTM activities that will drive awareness of Tailscale to resellers and their customers.
• Drive MSP and Reseller sourced and influenced revenue.
• Lead external enablement of Tailscale to the MSP and Reseller community, playing a key role in educating, sharing best practices, and presenting at events.
• Work with other stakeholders to design and implement a scalable partner program, including partner tiers, enablement, certification, and incentive structures for partners.
• Work with Partner Marketing, Product, and Sales on resources that will help enable and guide Resellers and VARs in lead-generation activities and closed / won opportunities.

What We Are Looking For

• 3+ years of experience in alliance / partner management, business development, or channel sales, ideally with VARs, Resellers, or MSPs
• Preferred: located in Denver, CO, San Francisco Bay Area, CA, or Seattle, WA
• Strong communication, presentation, and collaboration skills. Ability to build and nurture trusted executive and cross-functional stakeholder relationships
• Strong initiative, organization, and prioritization skills with the proven ability to work in a self-directed environment
• Proof of quota attainment and the ability to meet and exceed performance objectives
• Data-driven and process-oriented; Have superior project and time management skills, presentation skills, and excellent attention to detail.
• Ability to travel ~25% of the time

Compensation & Benefits

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 vary based on experience and skill set.

For this position, our pay ranges reflect target OTE (on target earnings), inclusive of base salary and variable compensation tied to the attainment of quarterly sales targets.

US Pay Range (OTE): $180,000 - $225,000 USD

We encourage you to help us break the statistic that people who identify with historically marginalized groups are likely to apply to jobs only if they meet 100% of the qualifications.

What We Offer

• An inclusive, flexible environment where you can be your authentic self. We recognize the impact of diverse voices and backgrounds on the growth of our people, product, and company. And that flexibility in how and when you work empowers our team to integrate.