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.

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.

OEM Sales Director

Key skills