Solutions Engineer - Commercial (New Business)

About Tailscale

Tailscale is making safe connection effortless by delivering software that makes it easy to securely interconnect people and their devices. We are a fully distributed company backed by Accel, CRV, Insight, Heavybit, and Uncork Capital.

About the Role

Tailscale is seeking an experienced Commercial Solutions Engineer to partner with Sales in driving new business. You will co-own a book of business with Account Executives, lead technical discovery and architecture design, and act as a trusted advisor to customers. This role blends deep networking and security expertise with strong sales acumen.

Key Responsibilities

• Partner with AEs to identify, qualify, and close new Commercial customer opportunities.
• Lead technical discovery, solution architecture, demos, and POCs.
• Guide complex multi-stakeholder deals, aligning technical and business objectives.
• Provide structured feedback to shape product roadmap and GTM strategy.
• Build scalable enablement resources, demo environments, and solution blueprints.

What We Are Looking For

• 4-5+ years in a customer-facing SE/SA role within networking or security software.
• Proven experience co-owning pipeline and influencing quota outcomes.
• Strong networking fundamentals (TCP/IP, DNS, routing, firewalls) and troubleshooting skills.
• Deep understanding of zero-trust networking, secure connectivity, and IAM integrations (SSO, SAML, OIDC).
• Knowledge of AI gateway/governance platforms and privileged access management (PAM) tools (e.g., Border0, CyberArk, Teleport).
• Experience with infrastructure as code (Terraform, Pulumi, Ansible, CloudFormation).
• Hands-on architecture experience with AWS, GCP, and/or Azure.
• Excellent communication skills with the ability to translate technical features into business value.

What We Offer

• Competitive Compensation: Base salary, equity, and variable commission.
• Benefits: Comprehensive health, vision, and dental coverage with no waiting period.
• Remote-First Culture: Flexible work environment with home office setup support ($500) and monthly internet reimbursement.
• Professional Development: $1,500 USD annually for growth and mentorship.
• Work-Life Balance: Flexible PTO and generous paid parental leave (20 weeks birthing/16 weeks non-birthing).
• Retirement: Employer-funded retirement matching up to 0.75% of eligible compensation.
• Connection: Annual company retreats and team off-sites to foster in-person collaboration.