Solutions Engineer – Commercial, Expansion Sales

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Tailscale

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2020

☁️ SaaS

🔐 Security

📡 Telecommunications

💰 $100M Series B on 2022-05

SaaS • Security • Telecommunications

Tailscale is a company that provides a modern VPN solution founded on WireGuard technology, simplifying networking by creating secure, software-defined networks that connect users, services, and devices with ease. By eliminating the complexities of legacy VPNs, Tailscale offers secure remote access, site-to-site networking, and multi-cloud networking, all while ensuring user-friendly, quick deployment without complex configurations. Recognized for enabling zero-trust environments and seamless workflows, Tailscale supports robust security features such as automated user onboarding, encryption, and access control lists (ACLs). This tool is particularly popular for both enterprise and personal use, praised for its integration capabilities and ease of use, making secure networking accessible anywhere, regardless of infrastructure.

📋 Description

• Partner with AEs to identify, qualify, and close new Commercial customer opportunities. • Lead technical discovery, solution architecture, demos, and POCs to accelerate decision-making. • 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 for the SE team.

🎯 Requirements

• 4/5+ years in a customer-facing SE/SA role within networking or security software • Proven experience co-owning pipeline and influencing quota outcomes with Sales • 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) • 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 (e.g., Border0, CyberArk, 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, capable of translating technical features into business value • Experience thriving in high-growth or startup environments

🏖️ Benefits

• An inclusive, flexible environment where you can be your authentic self. • A competitive total compensation package. • Comprehensive group benefits with no waiting period. • Remote first company—most of our teams work fully remotely. • Connect with other Tailscalars IRL. • Support for your personal and professional development. • Paid time off and a healthy work-life integration. • A build-your-own home office setup. • Generous parental leave program from your first day.