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Solutions Engineer - Commercial (Expansion Sales)

Tailscale· Sales
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Remote$150k - $200kfull-timePosted 2mo ago

About the role

Remote Solutions Engineer role focused on Commercial customers, partnering with Sales to drive new business, co-owning a book of business with Account Executives, leading technical discovery and architecture, and influencing product direction.

Responsibilities

  • 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.

Qualifications

  • 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

Skills

Required:Customer-facing solutions engineeringPipeline ownership and quota influenceNetworking fundamentalsZero-trust networking and IAM integrationsInfrastructure as code (Terraform, Pulumi, Ansible, CloudFormation)Cloud architectureCommunicationStartup/high-growth environment adaptability
Nice to have:AI gateway and governance platformsPrivileged access management (PAM)

Benefits

  • An inclusive, flexible environment where you can be your authentic self
  • A competitive total compensation package including base salary, equity, and variable commission
  • Comprehensive group benefits with no waiting period for health, vision, dental, and more
  • Remote first company with option for in-office collaboration depending on team needs
  • Employer-funded retirement contributions matching up to 0.75% of eligible compensation
  • Opportunities to connect with other Tailscalars IRL through annual retreat and team off-sites
  • Support for personal and professional development with $1500 USD annually for development
  • Paid time off and flexible paid time off program
  • Build-your-own home office setup with company laptop choice, internet reimbursement, and $500 to customize workstation
  • Paid parental leave program with top-ups (20 weeks birthing, 16 weeks non-birthing)
Last updated Sep 17, 2026. Interested? Apply on the company site.

About Tailscale

Secure Connectivity for AI, IoT & Multi-Cloud

The connectivity platform for devs, IT, and security teams. Zero Trust identity-based access that deploys in minutes and scales to every resource.

SecurityNetworkingZero TrustIdentity-based accessMulti-Cloud
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