Senior Solutions Engineer, Enterprise

location_onUnited Statespayments$250,000 – $300,000/yrschedule8 hours ago

homeWork style:Remote

trending_upExperience level:Senior

badgeEmployment:Full-time

historyMinimum experience:5+ years

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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.
Support security reviews and common enterprise diligence (architecture reviews, questionnaires, and compliance discussions).
Provide structured feedback to Product, Engineering, and GTM teams based on enterprise use cases, blockers, and competitive dynamics.
Assist in building reusable demo environments, solution blueprints, and enablement assets that raise the quality and consistency of enterprise engagements.
Stay current on zero-trust networking, privileged access, identity integrations, cloud networking, and AI access/governance so you can position the full Tailscale portfolio accurately and competitively.

What We Are Looking For

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 both new business and expansion.
Deep understanding of zero-trust networking, secure connectivity, and IAM integrations (SSO, SAML, OIDC, SCIM).
Strong networking fundamentals and troubleshooting

skills

TCP/IP, DNS, routing, firewalls, NAT traversal, TLS/HTTPS, and related concepts.
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 using Infrastructure as Code (Terraform preferred for policy/ACL; Pulumi, Ansible, or CloudFormation also relevant).
Excellent communication skills, with the ability to explain complex systems clearly and translate technical features into business value for both 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 a high degree of ownership and competing priorities.
Willingness to travel occasionally (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, and 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.

As a company, we strive to maintain fair and equitable compensation practices within our team across all roles and all levels. Tailscale's compensation package includes base salary, equity, and comprehensive benefits. The salary range displayed on each job posting represents the target range for a new hire's base salary. Individual offers may vary based on experience and skill set.

For this position, our pay ranges reflect target OTE (on target earnings), inclusive of base salary and variable compensation tied to the attainment of quarterly sales targets.

US Pay Range (OTE)$250,000—$300,000 USD

What We Offer

An inclusive, flexible environment where you can be your authentic self. We recognize the impact of diverse voices and backgrounds on the growth of our people, product, and company. And that flexibility in how and when you work empowers our team to integrate work and life.
A competitive total compensation package. This includes a base salary, an equity incentive plan and variable commission (for quota-based roles).
Comprehensive group benefits with no waiting period. Take advantage of coverage for health, vision, dental, and more for you and your family!
Remote first company—most of our teams work fully remotely. Enjoy a change of scenery wherever you can get wifi, participate in virtual and in-person social events, and leverage our corporate co-working program to visit WeWork (or other similar spaces near you). Some roles require in-office collaboration depending on team needs, which will be clearly noted in the job description.
Employer-funded retirement contributions. Tailscale will match your retirement contributions dollar-for-dollar, up to a maximum annual employer contribution equal to 0.75% of your eligible compensation.
Connect with other Tailscalars IRL. Attend our annual company retreat, participate in team off-sites, and collaborate in person with teammates across Canada, the United States, the United Kingdom, and Singapore. We support intentional in-person connection through team travel and distributed collaboration.
Support for your personal and professional development. Grow your career thoughtfully with $1500 USD annually for professional development, or take advantage of mentorship, coaching, and internal promotion opportunities.
Paid time off and a healthy work-life integration. Our flexible, paid time off program supports you for any situation life throws your way, whether moving homes or travelling the world!
A build-your-own home office setup. You choose your own company-owned laptop (Mac or PC), receive a monthly home internet reimbursement, and $500 USD to customize your workstation to make it your own.
Paid parental leave program. We care about your life outside of work and encourage new parents to take advantage of parental leave top-ups (20 weeks for birthing parents, 16 weeks for non-birthing parents).

Tailscale is committed to providing an accessible and inclusive hiring process. If you require an accommodation at any stage of the recruitment process or related to any aspect of this role, please contact your recruiter.

Our hiring process uses AI-assisted tools to help screen and assess candidates. All hiring decisions are made by people.

Please be aware that legitimate emails from Tailscale's talent team will only originate from @tailscale.com, @greenhouse.io, and @interviews.modernloop.io email addresses. For more information about protecting yourself from impersonators and scams, please visit .

tailscale

Cybersecurity, Developer Tools, Enterprise Software, Software Development

United States

tailscale.com

Tailscale is building the new Internet: small, trusted, human-scale networks, interconnected. We combine WireGuard with 2-factor authentication, a distributed mesh, centralized security policies, and magic. We’re building the new internet Trusted, human-scale networks. We’re returning to the original vision of the Internet. We want to help everyone create their own secure networks built around people and their connections. Whether you want to connect with your co-workers to share a prototype, the company database to securely access information, or your family members to share files and photos, Tailscale makes networking safe and understandable. We’re working to remove overhead and complexity from the “long tail” of software and operational problems that people face every day. By making connectivity easier and more secure, we empower teams to build systems that scale, without scaling overhead. Our guiding principles Real people solving concrete problems: Decentralization, encryption, and scalability are means to an end, not the ends in themselves. We’re here to solve tech problems for diverse teams in diverse industries, and our team is diverse and empathetic to match. Small is beautiful: We don’t believe in huge teams or huge clusters. We don’t believe workers are interchangeable. We believe that excellent, small teams produce excellent, beautiful, coherent outcomes that large teams, and large networks, just can’t replicate. It has to “just work”: This should be standard, but surprisingly it’s not, because system reliability is hard. It might not be glamorous or shiny, but our job is to do the boring parts and get out of the way, so customers can get back to the work that matters to them. Our commitments Putting people first Listening to a range of voices leads to a product and a company that’s better for everyone. As a diverse team we work together to understand the challenges our users face. This allows us to build a product that makes physical and virtual communities feel successful, safe and secure. An inclusive workplace starts with a team that is not bound by geographical location, lifestyle, or life stage, which is why we are proudly, and always have been, a fully remote company with flexible working hours. Whether a mid-afternoon kids’ soccer match, time with family on the other side of the country, or an emergency vet visit, employees are trusted and respected to manage their time and projects around their life. Diverse teams have diverse interests and voices. Whether on the Tailscale blog, or personal Twitter accounts, Tailscale celebrates communicating freely and safely, in each person’s own voice. Supporting open source Open source is the present and future of software development. Writing software ought not be zero-sum. Tailscale is open source at its core. It’s also free for open-source projects. Tailscale is built on WireGuard, specifically wireguard-go. We upstream changes that help other users of the project. We also support WireGuard with financial donations. Many Tailscalars are active in the Go community, and contribute to the project and community. When we develop features that help everyone, we upstream them. And it’s not just Go. Our team has many passions, from NixOS to SQLite. Protecting user privacy Privacy is a fundamental human right, and we designed Tailscale accordingly. We don’t want your data. Your data is end-to-end encrypted and transmitted point-to-point so we don’t see your packets and don’t have to pay for them, which keeps our costs low, which means our free plan can stay free. We don’t capture any more of your data than needed to provide the service, as in our privacy policy. Tailscale networks are private. Only connect with people you’ve explicitly invited, and only share what and when you want to share. We augment privacy with transparency and knowledge. For example, we make sure you know before you access a shared node, that your public IP address will be visible to admins on that tailnet.

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