Director, APAC Go-to-Market

About the role

Tailscale, a fully distributed software company founded in 2019 and backed by Accel, CRV, Insight, Heavybit and Uncork Capital, is looking for a Director, APAC Go-to-Market to build and lead its GTM business in Asia Pacific, starting from Singapore. The role sets the regional strategy, recruits and leads the initial team, and is accountable for commercial results; it reports to the President, Kevin Kotecki.

Key responsibilities

• Own the APAC number: set targets, build the plan, maintain forecasting and pipeline discipline, and adjust the approach based on data and the market.
• Build and execute the APAC go-to-market strategy, choosing markets, customer segments, use cases and routes to market, and translating global strategy into a focused regional plan.
• Recruit, lead and develop a regional GTM organization including Sales Development, Account Executives, Solutions Engineering, Customer Engineering and Partner Marketing, with dotted lines to functional departments in North America and EMEA.
• Lead from the front with customers and partners, help shape and close key opportunities, and act as executive sponsor for strategic customers.
• Represent Tailscale at industry events and build market intelligence, and feed insights back to global Sales, Marketing, Product and Engineering teams.
• Shape the long-term shape of the APAC organization and the capabilities needed to scale beyond the first phase of the Singapore office.

Required profile

• Significant experience in enterprise technology go-to-market, leading Sales or a broader GTM organization across APAC, having built or scaled an APAC business from scratch.
• Proven track record of exceeding pipeline and revenue targets in a B2B technology business.
• Deep familiarity with the APAC technology market, with strong knowledge of Singapore and Southeast Asia.
• Established relationships in the regional channel and partner ecosystem, and a network of GTM talent.
• Experience leading complex enterprise deals personally and selling highly technical products to sophisticated buyers.
• Strong commercial judgment, cross-functional leadership, excellent communication and executive presence, and a builder's mindset.

What we offer

• Base salary, equity incentive plan and variable commission (quota-based roles).
• Group benefits with no waiting period, employer-funded retirement contributions matched dollar-for-dollar, and paid parental leave.
• Remote-first work, with a build-your-own home office setup and $1,500 USD annually for professional development.
• Paid time off, mentorship and coaching, and an annual company retreat.