Solutions Engineer - Commercial (Expansion Sales)

2 hours, 3 minutes ago
Full-time
Senior
Customer and Technical Support
Tailscale

Tailscale

Tailscale is a zero config VPN service that simplifies network security and connectivity for teams of any scale, offering easy deployment, minimal latency, and compatibility with existing services.

Diversified Telecommunication Services
51-250
Founded 2019
$115M raised

Description

  • Partner with Account Executives to identify, qualify, and close new Commercial customer opportunities.
  • Lead technical discovery, solution architecture, demos, and proof-of-concepts to accelerate customer decisions.
  • Co-own a book of business and help influence quota attainment on commercial deals.
  • Guide complex, multi-stakeholder sales cycles by aligning technical solutions with business objectives.
  • Act as a trusted advisor to customers throughout the evaluation and buying process.
  • Provide structured customer feedback to influence the product roadmap and go-to-market strategy.
  • Build scalable enablement resources, demo environments, and solution blueprints for the Sales Engineering team.

Requirements

  • 4/5+ years in a customer-facing Solutions Engineer or Solutions Architect role within networking or security software.
  • Proven experience co-owning pipeline and influencing quota outcomes with Sales.
  • Strong networking fundamentals, including TCP/IP, DNS, routing, firewalls, and troubleshooting.
  • Deep understanding of zero-trust networking, secure connectivity, and IAM integrations such as SSO, SAML, and OIDC.
  • Understanding of AI gateway and governance platforms for centralized LLM access, usage visibility, and audit.
  • Familiarity with privileged access management (PAM), including session recording, just-in-time access, and protocol-aware controls such as Border0, CyberArk, or Teleport.
  • Experience with infrastructure as code tools such as Terraform, Pulumi, Ansible, or CloudFormation.
  • Hands-on architecture experience with AWS, GCP, and/or Azure.
  • Excellent communication skills with the ability to translate technical features into business value.
  • Experience thriving in high-growth or startup environments.

Benefits

  • Target OTE of $150,000 to $200,000 USD, inclusive of base salary and variable compensation.
  • Competitive total compensation package with base salary, equity incentive plan, and variable commission for quota-based roles.
  • Comprehensive group benefits with no waiting period, including health, vision, and dental coverage for you and your family.
  • Remote-first work environment with flexibility to work from wherever you have Wi-Fi.
  • $1,500 USD annually for professional development, plus mentorship, coaching, and internal promotion opportunities.
  • Flexible paid time off to support work-life integration.
  • $1,000 USD to customize a home office setup, plus a company-owned laptop and monthly home internet reimbursement.
  • Generous parental leave top-ups for up to 26 weeks, available from day one.

Interested in this position?

Apply directly on the company website

Apply Now

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