Manager, Commercial Expansion

Tailscale is making safe connection effortless 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.

We’re looking for a thoughtful, curious, and driven Sales Manager to lead a team of Commercial Account Executives focused on growing existing customer relationships. You’ll coach and develop reps, own team performance, and help them navigate both fast-moving expansion opportunities and larger, more complex deals.

As our first sales leader in Toronto, you’ll help establish our new sales hub, hire and develop talent, and build a repeatable expansion sales motion. This is a hands-on opportunity to shape a growing team and help more customers realize the value of Tailscale.

• →Help establish Tailscale’s new sales hub, hire and onboard Commercial Expansion AEs, and create a culture of curiosity, accountability, and shared success
• →Drive expansion revenue, maintain a healthy pipeline, and deliver accurate forecasts
• →Prospect alongside reps, join customer conversations, and help navigate pivotal deals - from fast-moving expansions to larger, more complex opportunities
• →Turn call reviews, role plays, and deal strategy sessions into practical coaching that sharpens skills and supports career growth
• →Build and refine a repeatable expansion playbook, using sales data and customer insights to test approaches and scale what works
• →Develop a deep understanding of Tailscale’s value and partner with Customer Success, Marketing, Product, Sales Engineering, and Partnerships to grow adoption

• At least 1 year of people management experience in a B2B SaaS sales environment
• Proven ability to coach, develop, and motivate Account Executives or other quota-carrying sales professionals
• Strong understanding of the sales process, including prospecting, discovery, qualification, pipeline management, and closing
• Experience driving team performance through data-driven decision-making, structured coaching, and clear accountability
• Ability to thrive in a fast-paced, high-velocity sales environment while managing multiple priorities
• Excellent written and verbal communication skills, with the ability to engage both technical and nontechnical stakeholders
• A curious, proactive mindset with a bias for action and a passion for continuous improvement
• Willingness to travel approximately once per quarter
• Ability to work from our Toronto office three days per week

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.