About Teal Teal Communications, Inc. (“Teal”) is a high-growth technology company that builds cloud-native network software to connect Physical AI & IoT devices to data networks globally. Teal has been recognized by Inc.…
Skills: Carrier Partnerships, Business Development, Strategic Partnerships, IoT, eSIM
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$140k–$180k/yr
Full-time
Health Insurance, Equity Participation, Competitive Salary
Posted 28d ago
Apply by Nov 12
~40 hrs/week
Responsibilities
You will build and manage strategic partnerships with Mobile Network Operators to drive revenue and market expansion for IoT and Physical AI solutions. This involves negotiating commercial agreements, developing sell-with motions, and leading business reviews to ensure partner productivity.
Requirements
The role requires 7+ years of experience in wireless, telecom, IoT, or strategic partnership roles with a strong understanding of cellular connectivity economics. Candidates must possess proven ability to turn relationships into revenue and be comfortable negotiating complex commercial frameworks.
Full job description
About Teal Teal Communications, Inc. (“Teal”) is a high-growth technology company that builds cloud-native network software to connect Physical AI & IoT devices to data networks globally. Teal has been recognized by Inc. 5000 and Deloitte's Fast 500 as one of the fastest growing private companies in the United States (#1 in Seattle-Metro and #9 Software Company in the United States).
The Opportunity We’re looking for a Carrier Channel Partnerships Lead to help turn our growing global carrier ecosystem into a meaningful source of revenue and market expansion. This is not a traditional carrier procurement or relationship management position. We’re looking for someone who can build commercial partnerships with Mobile Network Operators (MNOs) that creates measurable growth for both Teal and our carrier partners. You’ll own and develop strategic relationships across the carrier ecosystem, identify opportunities where carriers can bring Teal into enterprise, Physical AI, and IoT opportunities, and create repeatable sell-with and sell-through motions. You’ll work closely with Sales, Product, Engineering, Finance and our Executive team to move opportunities from relationship to commercial agreement to revenue.
What You’ll Do
Build and manage senior relationships with Tier 1 and regional Mobile Network Operators (MNOs) in the U.S. and internationally.
Develop sell-with, sell-through and referral motions that bring Teal into carrier enterprise, Physical AI, and IoT opportunities. Identify where Teal’s eSIM, SGP.32 and Network Orchestration capabilities can extend a carrier’s own enterprise connectivity offering.
Create joint account plans and actively source qualified enterprise opportunities through carrier partners.
Negotiate commercial frameworks, including channel economics, connectivity pricing, commitments and go to market structures.
Develop a focused carrier partner strategy based on revenue potential rather than simply accumulating partnerships.
Establish measurable KPIs around partner-sourced pipeline, revenue, active deployments and partner productivity.
Lead regular business reviews with strategic carrier partners and hold both sides accountable to agreed actions.
Work closely with Sales to bring carrier relationships into active enterprise opportunities.
Partner with Product/Engineering to translate carrier requirements and market opportunities into actionable priorities.
Help expand Teal’s presence internationally by identifying the carriers and markets where deeper partnerships can materially accelerate growth.
What We’re Looking For
7+ years in wireless, telecom, Physical AI, IoT, strategic partnerships, business development or carrier channel roles.
Existing relationships and credibility within Mobile Network Operators (MNOs) strongly preferred.
Strong understanding of cellular connectivity economics, IoT, eSIM/eUICC and carrier business models.
Proven ability to turn strategic relationships into actual pipeline and revenue.
Experience structuring and negotiating complex commercial agreements.
Comfortable working directly with carrier executives as well as technical, product and commercial teams.
Commercially minded and analytically strong. You understand pricing, margin, volume commitments and what makes a partnership economically worthwhile.
Able to operate independently in a fast-moving environment without requiring a large organization around you.
Strong listener, communicator and negotiator with an ability to influence without relying on organizational authority.
Willingness to travel domestically and internationally as required.
What Success Looks Like Within the first year, this person will have established a small number of high value carrier partnerships that consistently produce qualified pipeline, new customers and incremental revenue for Teal, while creating a repeatable model we can scale across additional operators and markets.
Compensation TEAL offers competitive salaries, comprehensive health benefits and equity packages.
Total Target Compensation $200,000-$350,000 annually DOE (with a significant portion incentive compensation)
Equity participation and comprehensive benefits
Actual compensation will depend on experience, relevant carrier relationships, skills and other job-related factors.
Location: Kirkland, Washington. We expect this role to work closely with the team from our Kirkland headquarters at least 2+ days in-person and travel as needed to develop carrier relationships.
Network Orchestration Service (NOS) for Physical AI & IoT
Industry
Telecommunications
Company size
51-200 employees
Founded
2018
Headquarters
Seattle, Washington
LinkedIn followers
12,609
Total funding
$23M
TEAL’s Network Orchestration Service (NOS) and patented, GSMA certified eSIM technology connects any compatible device onto any data network worldwide. With more built-in network operator integrations than any other platform provider, TEAL gives businesses everywhere the flexibility and control to remotely deploy and switch between networks, ensuring the highest level of reliability and performance for any mission critical solution. TEAL supports customers across many industries including fleet management, robotics, AI, BVLOS drones, industrial IoT, healthcare, EV infrastructure, agriculture, railways, smart city infrastructure, and energy.
We believe in a world where you should be in control of your connectivity and with TEAL you gain the freedom to choose which networks your devices connect to. This saves companies time and money while delivering all the advantages of lightning-fast connectivity.
TEAL has been named the fastest-growing company in Washington State and the Seattle-Metro area, and we’re ranked 122nd nationally on the 2025 Inc. 5000 list!
With a staggering 2,961% revenue growth over the past three years, we’ve also claimed the title of the 9th fastest-growing software company in the United States.
Offices: 1700 Westlake Ave N, Seattle, Washington 98109, US · 1700 Westlake Ave N, Suite 702, Seattle, Washington 98109, US
IoTInternet of ThingsPrivate LTEConnectivitySecuritySubscriber Management5GeSIMand Network OrchestrationInformation Technology
Based on 160 listings with disclosed salaries, most software jobs in Kirkland, WA pay between $128k–$300k per year. Individual offers vary with seniority, company size, and specialization.
How many Software jobs are open in Kirkland, WA right now?
There are currently 177 open software positions in Kirkland, WA listed on Clera. New openings are added daily as companies post roles.
Which companies are hiring for Software roles in Kirkland, WA?
Companies currently hiring include Google, Accenture, Echodyne, ServiceNow, Speechify, among others. Browse the listings above to see every active employer.
Are there remote or hybrid Software jobs in Kirkland, WA?
Yes — 40 of the 177 open software positions offer remote or hybrid work (18 remote, 22 hybrid).
How do I apply for Software jobs in Kirkland, WA?
Each listing links directly to the employer's application page. Apply early — fresh listings get the most recruiter attention in the first two weeks.