Solutions Engineer - Commercial (New Business)

The role

You will partner with Sales to drive new business for Commercial customers. You will lead technical discovery, architecture design, and act as a trusted advisor to customers.

What you will do

• 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.

Required 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

• Base salary, equity incentive plan and variable commission
• Comprehensive group benefits with no waiting period including health, vision, dental, and more
• Employer-funded retirement contributions up to 0.75% of eligible compensation
• Annual company retreat and team off-sites
• Corporate co-working program to visit WeWork or similar spaces
• $1500 USD annually for professional development
• Mentorship, coaching, and internal promotion opportunities
• Flexible, paid time off program
• Company-owned laptop (Mac or PC)
• Monthly home internet reimbursement
• $500 USD to customize workstation
• Paid parental leave (20 weeks for birthing parents, 16 weeks for non-birthing parents)

Before you apply

• Hiring process uses AI-assisted tools to help screen and assess candidates.

About the company

Tailscale delivers software that makes it easy to securely interconnect people and their devices. Founded in 2019, the company is fully distributed and backed by Accel, CRV, Insight, Heavybit, and Uncork Capital.