Solutions Engineer - Commercial (Expansion Sales)

Job 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.

What We Are Looking For

• 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