Principal Solutions Engineer - Twingate

Twingate is building a modern remote access solution that simplifies and improves the way businesses secure access to their cloud, SaaS, and on-prem resources. Twingate is backed by leading investors such as BOND, WndrCo, 8VC, Green Bay Ventures, SignalFire, and Dropbox founders Drew Houston and Arash Ferdowsi. Our investors share our belief that in a world where workforces are becoming increasingly distributed, it is critical to be able to effectively secure access to apps, data, and environments.

As part of our company culture, our belief in putting the customer first permeates our thinking in everything from our customer communications to the design process behind the product itself. If you take pride in creating experiences with the customer firmly at the center of the picture, we'd love to work with you.

About Twingate

For thirty years, securing access to a company's systems has meant making them harder to use. The VPN is the clearest example: a tunnel into the whole network, slow for the people who need it and trusted far more than it deserves. The industry's answer has been more layers and more acronyms. We think that is the wrong direction.

Twingate exists to prove that the most secure way to do something can also be the easiest. A user opens their laptop and the application is simply there. Behind that, every connection is checked against who the person is, what device they are on, and what they are allowed to reach, and nothing else is visible.

The Role

Most solutions engineers are measured on whether the demo went well. You will be measured on whether the technical evaluation produced a decision, and on making that decision a success for the customer.

You own the technical journey for our largest and most complex opportunities, from discovery through technical close and into production. Your job is to make sure the customer ends up with what they actually need, and that the people who championed Twingate internally are proven right for having done so.

Responsibilities

• Run technical evaluations that end in a decision: Agree with the customer in writing on what success looks like and which requirements are deal-breakers before work starts.
• Qualify properly, including out: Know why the customer should do anything at all, why now, and who cares. When we are not the right fit, say so early.
• Find and build technical champions: Anticipate what your internal champions will need before they ask and make sure the win is theirs.
• Go deep when needed, and know when not to: Adjust your technical depth to match your audience, acting as the customer's primary educator.
• Leave the team better than you found it: Build trackers, guides, demo environments, and provide product feedback so others can use them.

Qualifications

• 8+ years in a customer-facing technical role, including several on enterprise deals with multiple technical stakeholders.
• Track record of scoping and running technical evaluations that ended in a clear win or early disqualification.
• Practical networking knowledge: TCP/UDP, DNS, TLS, NAT, and packet capture analysis.
• Hands-on experience with at least one major cloud, Kubernetes, and an identity provider (Okta, Entra ID, Google Workspace). Endpoint security (CrowdStrike, Intune, Jamf) is a strong plus.
• Scripting skills in Python, Bash, or PowerShell, and working with REST and GraphQL APIs.
• Familiarity with structured qualification methods (e.g., MEDDPICC).
• Clear, succinct writing skills.

How You Work

• Driven by customer value: You measure success by whether the customer is better off, not just whether the deal closed.
• Resilient: You rebound on your own when deals stall and are comfortable navigating ambiguity.
• Emotionally intelligent: You read a room and understand unspoken dynamics.
• Coachable: You take direct feedback well and know your own blind spots.
• Honest: You are transparent when the product doesn't fit a customer's needs.
• Intellectually curious: You actively seek out answers to what you don't know.
• Economical: You respect the reader's time in your communications.

Benefits

• Medical (PPO, HMO, HDHP), dental, and vision insurance (employees covered 100%)
• Basic Life, AD&D, and disability insurance
• Flexible Spending Accounts and Health Savings Account
• Flexible Paid Time Off, approx. 11 paid holidays, 10 sick days, parental and maternity leave
• Traditional and Roth 401(k)
• Equity upside in a high-growth Series B company
• Remote-first culture with intentional in-person collaboration