Senior Solutions Engineer, Enterprise
Senior Solutions Engineer at Tailscale who partners with Account Executives to win and expand enterprise accounts, owning the technical sales cycle: discovery, architecture, demos, and POCs for zero-trust networking, PAM, and AI access. Requires deep networking/security skills (TCP/IP, DNS, IAM, AWS/GCP/Azure, Terraform) plus consultative selling; remote in the US with ~10-20% travel.
- Compensation
- $250K–$300K / yr
- Location
- Remote (United States)
- Work setup
- Remote
- Seniority
- Senior
- Employment
- Not specified
- Experience
- 7+ years
- Category
- Solutions engineering
- Posted
Skills
Must have
- 5-7+ years in a customer-facing Solutions Engineer, Sales Engineer, or Solutions Architect role within networking, security, infrastructure, or related enterprise software
- Proven experience co-owning pipeline and influencing quota outcomes with Sales on new business and expansion
- Deep understanding of zero-trust networking, secure connectivity, and IAM integrations (SSO, SAML, OIDC, SCIM)
- Strong networking fundamentals and troubleshooting: TCP/IP, DNS, routing, firewalls, NAT traversal, TLS/HTTPS
- Hands-on systems administration and troubleshooting across Linux and at least one of macOS or Windows
- Hands-on architecture experience with AWS, GCP, and/or Azure, including hybrid environments
- Experience managing cloud and network infrastructure with IaC (Terraform preferred; Pulumi, Ansible, or CloudFormation also relevant)
- Excellent communication skills; ability to explain complex systems and translate technical features into business value for practitioners and executives
- Experience running technical evaluations, customized demos, and POCs in enterprise or upper mid-market environments
- Comfort operating in a high-growth, fully distributed environment with high ownership and competing priorities
- Willingness to travel approximately 10-20% for customer meetings, workshops, and internal collaboration
Nice to have
- Experience selling or architecting zero-trust, SASE, ZTNA, VPN, PAM, or secure networking solutions
- Familiarity with privileged access patterns: JIT access, session recording, least-privilege to SSH/databases/Kubernetes, replacing shared credentials
- Familiarity with AI gateways, LLM access governance, MCP/API proxying, or centralized model/provider key management
- Hands-on scripting or automation experience (Python, Bash, Go, or similar) for demos, POCs, or integrations
- Knowledge of the competitive landscape in zero-trust, PAM, and AI access control
- Experience supporting security reviews, architecture diligence, and compliance discussions (SOC 2, HIPAA, PCI) in a pre-sales context
- Previous exposure to Tailscale, WireGuard, or similar mesh-networking technologies
- Experience creating reusable architectures, demo environments, or SE playbooks
Full description
Thank you for considering Tailscale. If this job description resonates with you, please apply. Frequently cited statistics show that people who identify with historically marginalized groups are likely to apply to jobs only if they meet 100% of the qualifications. We encourage you to help us break that statistic!
About Tailscale
Tailscale is making safe connection effortless by delivering software that makes it easy to securely interconnect people and their devices, no matter where they are. From hobbyists to multinational corporations, teams of every size use Tailscale each day to protect their networks, share access to internal tools, and more. We're building a future for the Internet that's easy, sensible, and safe, like it used to be. Founded in 2019 and fully distributed, we're backed by Accel, CRV, Insight, Heavybit, and Uncork Capital.
About the Role
We are hiring a Senior Solutions Engineer to partner with Account Executives on enterprise accounts. You will own the technical side of the sales cycle—qualifying use cases, leading discovery and architecture, running demos and proofs-of-concept, and supporting early adoption and expansion. You will act as a trusted advisor to networking, security, platform, and IT stakeholders.
This is a senior individual-contributor role that blends deep networking and security expertise with consultative selling. You will co-own pipeline outcomes, help close and expand enterprise deals, and feed real customer requirements back into product and go-to-market.
This role is a strong fit for a senior SE who wants to stay close to the technology, work enterprise deals from qualification through early adoption, and help customers replace complicated networking—and privileged/AI access—with something simpler and more secure.
Key Responsibilities
- Partner with Account Executives to identify, qualify, and close new enterprise logos and expansion opportunities, confirming technical fit aligned with business goals.
- Lead technical discovery, solution architecture, demos, and proofs-of-concept (POCs) that help customers make confident buying decisions.
- Design Tailscale architectures for hybrid, multi-cloud, and on-premises environments, including identity-based access and secure connectivity patterns.
- Align Tailscale PAM for identity-aware access with session recording, and Aperture as an AI gateway for LLM/API access.
- Translate technical capabilities into clear business value, including security outcomes, operational simplicity, and time-to-value.
- Serve as a trusted advisor across multi-stakeholder deals, guiding implementation and collaborating with Customer Success to drive best-practice adoption.