Customer Account Executive - Tailscale

About Tailscale

Tailscale is making safe connection effortless by delivering software that makes it easy to securely interconnect people and their devices. From hobbyists to multinational corporations, teams of every size use Tailscale to protect their networks and share access to internal tools. Founded in 2019, we are a fully distributed company backed by Accel, CRV, Insight, Heavybit, and Uncork Capital.

About the Role

Join our rapidly growing Sales team at one of the fastest-growing companies in the Developer Security space. As a Customer Account Executive, you will be responsible for expanding and renewing current customer accounts. You will focus on identifying new use cases, educating clients on feature releases, and ensuring successful product adoption.

Note: This role is based in Denver and requires a hybrid schedule (3 days/week in-office).

Key Responsibilities

• Become an expert in the Tailscale product and value proposition.
• Build a credible pipeline by engaging clients on upsells and renewals.
• Own an upsell and renewal quota across your assigned accounts.
• Educate customers on the value of Tailscale throughout the evaluation and adoption cycle.
• Provide accurate weekly forecasting and revenue delivery.
• Create mutual success plans to help customers evaluate and expand their usage.
• Participate in video-recorded customer meetings for training and quality improvement.

What We Are Looking For

• Up to 1 year of quota-carrying or closing experience (AE or AM role).
• Experience selling developer or technical products, ideally in a product-led growth (PLG) motion.
• Ability to present effectively to senior managers and executives.
• Strong track record of managing multiple opportunities simultaneously and exceeding quota.
• Experience with Gong (or similar) and partnering with Sales Engineering/Customer Success teams.
• Proactive mindset: we encourage candidates to prospect thoughtfully to the hiring manager.

Compensation & Benefits

• Total Compensation: $100,000—$125,000 OTE (includes base salary and variable commission).
• Equity: Participation in our equity incentive plan.
• Benefits: Comprehensive health, vision, and dental coverage with no waiting period.
• Retirement: Employer-funded retirement matching up to 0.75% of eligible compensation.
• Professional Development: $1,500 USD annually for career growth.
• Work-Life Balance: Flexible PTO, paid parental leave (20 weeks birthing/16 weeks non-birthing).
• Home Office: Company-provided laptop, monthly internet reimbursement, and $500 for workstation customization.