Customer Account Executive

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.