Senior Analyst Relations Manager

Thank you for considering Tailscale. If this job description resonates with you, please apply. 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! About Tailscale 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. About the Role As a Senior Analyst Relations Manager at Tailscale, you’ll play a key role in shaping how industry analysts understand our technology, vision, and place in the market. Sitting within Product Marketing, you’ll own and grow our analyst relations program, deepen existing relationships, and build new ones across the broader analyst ecosystem. You’ll collaborate closely with Product, Engineering, and leadership, dive deep into emerging technologies, and turn analyst insights into meaningful recommendations that influence product strategy, positioning, and business decisions. This is an opportunity to build a high-impact program, shape Tailscale’s presence in evolving markets, and make a tangible difference as we grow. This is a hands-on, high-impact role where you’ll help shape product direction, influence analyst perspectives, and strengthen Tailscale’s market positioning. You’ll build and execute a proactive calendar of analyst inquiries, briefings, and research aligned with product priorities and emerging market opportunities. You’ll also turn analyst feedback and market intelligence into actionable insights that inform decisions across the company, ensuring analyst relations becomes a meaningful driver of Tailscale’s growth. This role might be perfect for you if you have experience in analyst relations at a B2B technology company, an interest in enterprise security and infrastructure, and the curiosity to learn about emerging technologies like AI. We're looking for someone who can confidently engage with analysts, ask thoughtful questions, and exercise good judgment about which insights are most relevant to Tailscale. Because we're a fully remote company, we're looking for a motivated individual who is comfortable working asynchronously, thrives in ambiguity, and has a focus on getting it right, not being right. Key Responsibilities • Running Tailscale's analyst relations program, establishing a consistent cadence of analyst engagement and ensuring we get meaningful value from our analyst relationships and research subscriptions. • Leading regular analyst inquiries across secure connectivity, privileged access management, AI governance, and emerging areas of technology. Develop sufficient product and market knowledge to independently manage most inquiries, bringing in subject-matter experts when needed. • Building and maintaining relationships with relevant industry analysts, identifying opportunities for ongoing engagement with established firms and emerging analysts. • Capturing and sharing analyst insights, synthesizing key findings, market trends, and recommendations into actionable updates for Product Marketing, Product, Engineering, and leadership. • Coordinating and executing analyst briefings, including identifying relevant analysts, preparing briefing materials, working with internal stakeholders, and managing follow-ups. • Monitoring analyst research, reports, and emerging market categories to identify opportunities for Tailscale to participate in relevant evaluations, research, and industry conversations. • Supporting analyst evaluations and research processes, including preparing submissions, gathering information from internal teams, and coordinating responses to analyst requests. • Develop analyst-facing materials in collaboration with Product Marketing that clearly communicate Tailscale's products, positioning, differentiation, and market vision. • Maintaining an organized repository of analyst intelligence, making research, notes, recordings, and past conversations easily accessible and useful to internal teams. • Supporting original market research initiatives, including industry surveys and internal reports focused on topics such as AI, zero trust, and enterprise security. • Tracking program effectiveness, including analyst engagement, research participation, visibility, and internal utilization of analyst insights. What We Are Looking For • 5+ years of experience in product marketing, communications, analyst relations, or a related field within B2B technology, with at least 1 year of experience directly working with analysts. • Experience helping establish or improve analyst relations processes and programs. • Familiarity with the technology analyst ecosystem, including firms such as Gartner and Forrester and a deep understanding of how analyst inquiries, briefings, and research processes work. • An affinity for complex, highly technical subjects and an interest in learning about networking, infrastructure, cybersecurity, and AI technologies. • Strong written and verbal communication skills, with the ability to explain technical concepts clearly and summarize complex information for different audiences. • Strong analytical and critical-thinking skills, with the ability to identify useful insights and distinguish relevant recommendations from broader industry commentary. • Excellent relationship-building and interpersonal skills, with the ability to engage confidently with analysts and collaborate with cross-functional stakeholders. • Familiarity with AI tools and systems, with an interest in using AI to organize, surface, and make analyst research and insights more accessible and actionable for internal teams. • Strong organizational and project management skills, with attention to detail and the ability to manage multiple ongoing activities and deadlines. • A proactive approach to problem-solving, with the persistence and follow-through needed to develop relationships and keep projects moving. • The ability to work independently, seek input when needed, and adapt quickly to changing priorities. • A bias toward action, execution, and iteration. Nice to Have • Experience in cybersecurity, networking, infrastructure, developer tools, cloud, or enterprise AI. • Existing relationships with analysts covering cybersecurity, networking, infrastructure, or adjacent enterprise technology markets. • Experience successfully securing inclusion for their company in a Gartner Magic Quadrant, including managing the submission and evaluation process. • Experience with market research, industry surveys, or research-based content. • Startup or high-growth technology company experience. 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. CAN Pay Range $190,000—$237,000 CAD 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. • Employer-funded retirement contributions. Tailscale will match your retirement contributions dollar-for-dollar, up to a maximum annual employer contribution equal to 0.75% of your eligible compensation. • 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, the United Kingdom, and Singapore. 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 $500 USD to customize your workstation to make it your own. • Paid parental leave program. We care about your life outside of work and encourage new parents to take advantage of parental leave top-ups (20 weeks for birthing parents, 16 weeks for non-birthing parents). Tailscale is committed to providing an accessible and inclusive hiring process. If you require an accommodation at any stage of the recruitment process or related to any aspect of this role, please contact your recruiter. Our hiring process uses AI-assisted tools to help screen and assess candidates. All hiring decisions are made by people. 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.