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Senior Solutions Engineer, Enterprise

Tailscale· Sales
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Remote$250k - $300kFull-timePosted 2w ago

About the role

Senior, remote-capable Solutions Engineer focusing on enterprise accounts, partnering with Account Executives to own the technical side of the sales cycle, lead discovery and architecture, run demos/POCs, and support early adoption and expansion across hybrid, multi-cloud, and on-prem environments.

Responsibilities

  • Partner with Account Executives to identify, qualify, and close new enterprise logos and expansion opportunities, confirming technical fit aligned with business goals.
  • Lead technical discovery, solution architecture, demos, and proofs-of-concept (POCs) that help customers make confident buying decisions.
  • Design Tailscale architectures for hybrid, multi-cloud, and on-premises environments, including identity-based access and secure connectivity patterns.
  • Align Tailscale PAM for identity-aware access with session recording, and Aperture as an AI gateway for LLM/API access.
  • Translate technical capabilities into clear business value, including security outcomes, operational simplicity, and time-to-value.
  • Serve as a trusted advisor across multi-stakeholder deals, guiding implementation and collaborating with Customer Success to drive best-practice adoption.
  • Support security reviews and common enterprise diligence (architecture reviews, questionnaires, and compliance discussions).
  • Provide structured feedback to Product, Engineering, and GTM teams based on enterprise use cases, blockers, and competitive dynamics.
  • Assist in building reusable demo environments, solution blueprints, and enablement assets that raise the quality and consistency of enterprise engagements.
  • Stay current on zero-trust networking, privileged access, identity integrations, cloud networking, and AI access/governance so you can position the full Tailscale portfolio accurately and competitively.

Qualifications

  • 5–7+ years in a customer-facing Solutions Engineer, Sales Engineer, or Solutions Architect role within networking, security, infrastructure, or related enterprise software.
  • Proven experience co-owning pipeline and influencing quota outcomes with Sales on both new business and expansion.
  • Deep understanding of zero-trust networking, secure connectivity, and IAM integrations (SSO, SAML, OIDC, SCIM).
  • Strong networking fundamentals and troubleshooting skills: TCP/IP, DNS, routing, firewalls, NAT traversal, TLS/HTTPS, and related concepts.
  • Hands-on systems administration and troubleshooting across Linux and at least one of macOS or Windows.
  • Hands-on architecture experience with AWS, GCP, and/or Azure, including hybrid environments.
  • Experience managing cloud and network infrastructure using Infrastructure as Code (Terraform preferred for policy/ACL; Pulumi, Ansible, or CloudFormation also relevant).
  • Excellent communication skills, with the ability to explain complex systems clearly and translate technical features into business value for both practitioners and executives.
  • Experience running technical evaluations, customized demos, and POCs in enterprise or upper mid-market environments.
  • Comfort operating in a high-growth, fully distributed environment with a high degree of ownership and competing priorities.
  • Willingness to travel occasionally (approximately 10–20%) for customer meetings, workshops, and internal collaboration.

Skills

Required:Solutions engineering / pre-salesZero-trust networkingIAM / SSO / SAML / OIDC / SCIMNetworking fundamentalsCloud platforms (AWS, GCP, Azure)Infrastructure as Code (Terraform, etc.)

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.
  • Remote first company with optional in-person collaboration; corporate co-working program.
  • Employer-funded retirement contributions matching up to 0.75% of eligible compensation.
  • Annual company retreat and in-person collaboration opportunities across multiple regions.
  • Support for personal and professional development with $1500 USD annually for development and mentorship opportunities.
  • Flexible, paid time off and life-work integration.
  • Build-your-own home office setup including laptop of choice, monthly internet reimbursement, and $500 to customize workstation.
  • Paid parental leave with top-ups (20 weeks for birthing parents, 16 weeks for non-birthing parents).
Last updated Oct 8, 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
Company profileWebsite

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