Customer Account Executive
Customer Account Executive responsible for expanding and renewing existing customer accounts at Tailscale by identifying new use cases, educating on features, driving adoption, and partnering with Solutions Engineering, Customer Success, and other teams. Requires up to 1 year quota-carrying experience selling developer/technical products in a PLG motion, with strong pipeline and forecasting skills.
About the job
Key Responsibilities
- Become an expert in how Tailscale helps our customers.
- Build a credible pipeline every quarter by engaging with clients on upsells and renewals.
- Own an upsell and renewal number across your accounts.
- Help educate customers on the value of Tailscale throughout the evaluation & adoption cycle.
- Generate short-term results while maintaining annual pipeline coverage.
- Provide accurate weekly forecasting & revenue delivery.
- Create mutual action/success plans with prospective and existing customers where appropriate to help them evaluate and expand their usage of the Tailscale product.
- Participate in video-recorded customer meetings (used for training, collaboration, and quality improvement).
Requirements
- Up to 1 year of quota-carrying or closing experience, in an AE or an AM role.
- A strong desire to join a high-growth software startup in a fully remote role.
- Has sold developer and/or technical products, especially in a product-led growth (PLG) motion.
- Experience presenting to senior managers and executives.
- The ability to manage many opportunities simultaneously at various stages, coupled with a strong track record of meeting and exceeding quota.
- Experience using Gong, or similar, to collaborate internally and manage pipeline.
- Experience partnering with a Sales Engineering team, support, and customer success team to drive positive outcomes for clients.
- Proactive from lead to close.
Nice-to-Haves
- This role is based in Denver and is hybrid required (3 days/week in-office).
Compensation
- US Pay Range (OTE): $100,000–$125,000 (inclusive of base salary and variable compensation tied to quarterly sales targets).
- Comprehensive benefits including equity, health/vision/dental coverage, employer-funded retirement contributions (up to 0.75% match), professional development budget ($1500 USD annually), paid time off, home office setup stipend, and paid parental leave.
Skills
Sales, Account Management, Upselling, Renewals, Pipeline Management, Forecasting, Gong, Product-Led Growth, Technical Sales, Customer Success
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