[Hiring] Solutions Engineer - Commercial (New Business) @Tailscale

Role Description

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.

Key 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.

Benefits

• An inclusive, flexible environment where you can be your authentic self.
• A competitive total compensation package including base salary, equity incentive plan, and variable commission (for quota-based roles).
• Comprehensive group benefits with no waiting period, including health, vision, dental, and more for you and your family.
• Remote first company with opportunities for virtual and in-person social events.
• Employer-funded retirement contributions with a dollar-for-dollar match up to 0.75% of your eligible compensation.
• Opportunities to connect with other Tailscalars IRL through annual retreats and team off-sites.
• Support for personal and professional development with $1500 USD annually for professional development.
• Flexible, paid time off program to support work-life integration.
• Build-your-own home office setup with a choice of company-owned laptop and workstation customization budget.
• Paid parental leave program with top-ups for birthing and non-birthing parents.