# Solutions Engineer - Commercial (Expansion Sales)

**Company:** [Tailscale](https://hotfix.jobs/companies/tailscale)
**Location:** Remote
**Role:** Solutions Architecture
**Salary:** $150k – $200k/yr
**Experience:** 4+ years
**Skills:** TCP/IP, DNS, Routing, Firewalls, Zero-Trust Networking, SSO, SAML, OIDC, Terraform, Pulumi, Ansible, CloudFormation, AWS, GCP, Azure
**Posted:** 2026-06-24

> Partner with Account Executives to drive new Commercial business through technical discovery, solution architecture, demos, and POCs. Requires 4+ years customer-facing SE experience in networking/security software plus strong fundamentals in zero-trust, IAM, and cloud platforms.

## Job Description

## 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

## What We Offer
- An inclusive, flexible environment where you can be your authentic self.
- A competitive total compensation package including base salary, equity incentive plan, and variable commission.
- Comprehensive group benefits with no waiting period (health, vision, dental).
- Remote first company—most teams work fully remotely.
- Annual company retreat, team off-sites, and in-person collaboration opportunities across Canada, the United States, and the United Kingdom.
- $1500 USD annually for professional development, mentorship, coaching, and internal promotion opportunities.
- Flexible, paid time off program.
- Build-your-own home office setup: company-owned laptop (Mac or PC), monthly home internet reimbursement, and $1000 USD workstation customization.
- Generous parental leave program with top-ups for up to 26 weeks.

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