Solutions Engineer - Commercial; New Business

Solutions Engineer - Commercial (New Business)

Remote (United States)

Tailscale is building the new Internet by delivering software that makes it easy to securely interconnect people and their devices, no matter where they are. From hobbyists to multinational corporations, teams of every size use Tailscale each day to protect their networks, share access to internal tools, and more. We're building a future for the Internet that's easy, sensible, and safe, like it used to be.

Founded in 2019 and fully distributed, we're backed by Accel, CRV, Insight, Heavybit, and Uncork Capital.

Tailscale is seeking an experienced Commercial Solutions Engineer to partner with Sales in driving new business for Commercial customers. You will co‑own a book of business with Account Executives, lead technical discovery and architecture design, and act as a trusted advisor to customers. This role blends deep networking and security expertise with strong sales acumen to win competitive deals, scale enablement, and influence product direction.

• 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.

• 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, Cyber Ark, Teleport)
• Experience with infrastructure as code tools such as Terraform, Pulumi, Ansible, or Cloud Formation
• 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

• 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 teams work fully remotely.
• Paid time off and a healthy work‑life integration.
• Build‑your‑own home office setup with equipment and reimbursement.
• Generous parental leave program from your first day.

US Pay Range (OTE)

$150,000 – $200,000 USD

We do not discriminate on the basis of any protected group status under any applicable law.