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Salary: USD 150,000 - 200,000 / annual
Tailscale is a secure networking platform built on WireGuard, founded in 2019 and backed by top-tier VCs (Accel, CRV, Insight, Heavybit, Uncork Capital). The company is fully distributed and helps teams of all sizes protect networks, share access to internal tools, and build zero-trust infrastructure.
This Solutions Engineer role is a customer-facing position that partners directly with Account Executives to drive new business in the Commercial segment. You will co-own a book of business, meaning you share responsibility for pipeline development and quota outcomes alongside sales leadership. Your core responsibilities include leading technical discovery conversations, designing solution architectures tailored to customer needs, conducting product demonstrations, and managing proof-of-concept engagements to accelerate customer decision-making.
You will guide complex, multi-stakeholder deals by translating technical capabilities into business value and aligning technical requirements with commercial objectives. You'll also influence product direction by providing structured feedback from customer interactions and contribute to scaling the SE organization by building enablement resources, demo environments, and reusable solution blueprints.
The ideal candidate brings 4–5+ years of customer-facing Solutions Engineer or Solutions Architect experience in networking or security software. You should have proven success co-owning pipeline and influencing sales outcomes. Deep technical expertise is essential: strong networking fundamentals (TCP/IP, DNS, routing, firewalls), zero-trust architecture, secure connectivity, IAM integrations (SSO, SAML, OIDC), and familiarity with emerging areas like AI gateway governance and privileged access management (PAM). Hands-on experience with infrastructure-as-code tools (Terraform, Pulumi, Ansible, CloudFormation) and cloud platforms (AWS, GCP, Azure) is required. You should excel at translating technical features into business outcomes and thrive in high-growth, startup environments.
About Tailscale
AI / Data / Infrastructure; SaaS / Enterprise Software — secure networking platform built on WireGuard.
