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 seeking a Cloud Alliance Specialist to help accelerate our growth through the AWS ecosystem. This role will focus on building strong field relationships with AWS, executing co-sell and marketing campaigns, and driving incremental revenue through partner engagement.

You’ll collaborate closely with AWS AEs, PSMs, and SAs to identify opportunities where Tailscale and AWS can jointly serve customers, while working cross-functionally with Tailscale’s Sales and Marketing teams to execute go-to-market activities. This position is ideal for someone with 3+ years of experience in partner management, channel sales, or cloud go-to-market roles who is eager to deepen their expertise in the AWS ecosystem and grow into a strategic alliance leader.

Key Responsibilities

Execute and scale Tailscale’s AWS go-to-market strategy, driving incremental ARR through AWS Marketplace and co-sell engagements.
Build and strengthen relationships with AWS field teams (AEs, PSMs, SAs) to increase engagement and awareness across priority accounts.
Support the development and execution of joint co-sell campaigns such as:
- Marketplace Self-Serve Trial → Paid Customer Conversions
- Expansion Campaigns within existing Tailscale customers
- PAYG → Private Offer conversions
- Priority Account Penetration with AWS AEs introducing Tailscale to new customers
Conduct enablement sessions for AWS field teams (AEs, PSMs, SAs) to expand their understanding of Tailscale’s value proposition.
Partner with Marketing to execute joint GTM activities and co-branded campaigns aligned to strategic verticals and ICPs.
Track and report key partnership metrics such as influenced pipeline, sourced opportunities, attach rate, and field activity.
Collaborate internally with Sales and Partner Leadership to continuously improve AWS field engagement and streamline co-sell processes.

What We Are Looking For

3-5+ years of experience in partner management, channel sales, or cloud go-to-market roles (preferably with or within AWS)
Familiarity with AWS Marketplace and understanding of cloud procurement or co-sell motions
Strong relationship management and communication skills with the ability to build trust across internal and external stakeholders
Excellent organizational and project management skills; comfortable managing multiple campaigns and priorities simultaneously
Data-driven mindset with an ability to connect activity to revenue impact
Growth-oriented, collaborative, and eager to learn the nuances of the AWS partnership ecosystem

Nice to Have

Based on the West Coast - preferably in Seattle, WA or Bay Area, CA
Experience engaging with Microsoft Azure or familiarity with IP Co-Sell eligibility requirements.
Exposure to AWS programs such as ISV Accelerate, AWS Competencies, or co-build initiatives.
Prior experience supporting co-marketing or joint GTM campaigns with cloud providers.

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)

$106,000—$154,000 USD

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

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 work and life.
A competitive total compensation package. This includes a base salary, an equity incentive plan and variable commission (for quota-based roles).
Comprehensive group benefits with no waiting period. Take advantage of coverage for health, vision, dental, and more for you and your family!
Remote first company—most of our teams work fully remotely. Enjoy a change of scenery wherever you can get wifi, participate in virtual and in-person social events, and leverage our corporate co-working program to visit WeWork (or other similar spaces near you). Some roles require in-office collaboration depending on team needs, which will be clearly noted in the job description.
Connect with other Tailscalars IRL. Attend our annual company retreat, participate in team off-sites, and collaborate in person with teammates across Canada, the United States, and the United Kingdom. We support intentional in-person connection through team travel and distributed collaboration.
Support for your personal and professional development. Grow your career thoughtfully with $1500 USD annually for professional development, or take advantage of mentorship, coaching, and internal promotion opportunities.
Paid time off and a healthy work-life integration. Our flexible, paid time off program supports you for any situation life throws your way, whether moving homes or travelling the world!
A build-your-own home office setup. You choose your own company-owned laptop (Mac or PC), receive a monthly home internet reimbursement, and $1000 USD to customize your workstation to make it your own.
Generous parental leave program from your first day. We care about your life outside of work and encourage new parents to take advantage of parental leave top-ups for up to 26 weeks.

Please be aware that legitimate emails from Tailscale's talent team will only originate from @tailscale.com, @greenhouse.io, and @interviews.modernloop.io email addresses. For more information about protecting yourself from impersonators and scams, please visit https://tailscale.com/scam-awareness.

Cloud Alliance Specialist

TLDR

Benefits