Key skills
Networking fundamentalsTCP/IPDNSRoutingFirewallsZero-trust networkingSecure connectivityIAM integrationsSSOSAMLOIDCAI gateway platformsGovernance platformsPrivileged access managementSession recordingJust-in-time accessProtocol-aware controlsInfrastructure as codeTerraformPulumiAnsibleCloudFormationCloud architectureAWSGCPAzureAILLMIAMCommunicationSales
About this role
Tailscale is building the new Internet by delivering software that makes it easy to securely interconnect people and their devices. They are seeking an experienced Commercial Solutions Engineer to partner with Sales in driving new business for Commercial customers, blending deep networking and security expertise with strong sales acumen.
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
Requirements:
- 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