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 a strategic and execution-focused Partner Marketing Manager to join Tailscale’s Account-Based Marketing team. You will play a key role in shaping and scaling our partner marketing efforts, leading partner-led campaigns and events that drive awareness, pipeline, and partner-influenced revenue.
In this role, you will own marketing programs with our most strategic partners, with a primary focus on AWS, while also supporting our broader channel partner and MSP ecosystem. You will work closely with Sales, Partnerships, Field Marketing, and ABM teammates to deliver programs that support account-level growth and regional revenue goals.
If you are excited by the idea of building tailored go-to-market programs with cloud and channel partners and seeing their direct impact on pipeline and revenue, this role is for you.
Key Responsibilities
Partner Campaign Strategy & Execution
- Partner with ABM, Sales, and Partnerships to develop and execute partner marketing strategies aligned to pipeline and revenue goals.
- Lead the planning and execution of partner-led campaigns, with a strong focus on AWS, including 1:few and 1:many ABM programs.
- Collaborate with Product Marketing and Content teams to develop co-branded value propositions, sales enablement and campaign assets that engage buying teams within priority partner accounts.
- Partner with AWS to manage end-to-end campaigns, including planning, execution, and reporting.
Partner Events & Experiences
- Plan and execute high-impact partner events, including webinars, executive dinners, field events, and joint sponsorships.
- Partner with Events and Field Marketing teams to support flagship events such as customer conferences, summits, and sales kickoffs with partner involvement.
- Own partner event strategy, from targeting and invitations through execution and post-event follow-up.
Partner & Field Collaboration
- Build strong working relationships with partner managers, channel sales, and regional marketing teams to ensure cohesive execution.
- Act as a trusted marketing partner to AWS and key channel partners, supporting joint planning and ongoing campaign alignment.
- Support partner advocacy by identifying opportunities for case studies, customer stories, and co-selling.
Measurement, MDF & Optimization
- Track and report on partner marketing performance, with a focus on engagement, pipeline impact, and partner-influenced ACV.
- Manage MDF planning, allocation, and ROI tracking in partnership with regional and partner stakeholders.
- Partner with Marketing Ops and RevOps to refine targeting, attribution, and reporting across partner campaigns.
- Apply a test-and-learn mindset to continuously improve campaign efficiency and partner impact.
What We Are Looking For
- 5+ years of Partner Marketing experience in B2B SaaS
- Experience leading co-marketing campaigns and events with cloud, channel, or MSP partners, with AWS experience strongly preferred
- Proven success building differentiated partner programs rather than only executing inherited ones
- Experience with partner enablement, co-marketing, lifecycle programs, partner portals, and ecosystem development
- Strong knowledge of partner sales motions, pipeline tracking, MDF budget management, and attribution models
- Demonstrated ability to measure partner impact to pipeline and ARR with operational rigor
- Hands-on experience with Crossbeam, Salesforce, RollWorks, LinkedIn Ads, and campaign reporting tools
- Willingness to travel to support partner and field events
Nice to Have
- Experience marketing to technical or developer audiences in B2B SaaS or cloud environments
- Familiarity with cloud ecosystems, or security and identity markets
- Strong technical aptitude and interest in learning complex products
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.
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/department off-sites, or use your individual travel budget to meet up with team members in Canada, the US, or the UK.
- 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.
