解决方案工程师 - 商业（扩展销售）
Solutions Engineer - Commercial (Expansion Sales)
关于 Tailscale
Tailscale 正在通过提供软件打造新的互联网，使人们和他们的设备能够安全地连接，无论他们身处何地。从爱好者到跨国公司，各种规模的团队每天都在使用 Tailscale 来保护他们的网络、共享对内部工具的访问权限等。我们正在构建一个易于使用、合理且安全的互联网未来，就像它曾经的样子。Tailscale 于 2019 年成立，是完全分布式团队，获得 Accel、CRV、Insight、Heavybit 和 Uncork Capital 的支持。
职位描述
Tailscale 正在寻找一位经验丰富的商业解决方案工程师，与销售团队合作，为商业客户开拓新业务。你将与客户经理共同负责客户群，主导技术调研和架构设计，并作为客户的可信赖顾问。该职位结合深厚的网络和安全专业知识以及强大的销售能力，以赢得竞争性交易、推动销售赋能并影响产品方向。
主要职责
- 与客户经理合作，识别、评估并完成新的商业客户机会。
- 主导技术调研、解决方案架构、演示和试点项目，加快决策进程。
- 指导复杂的多利益相关方交易，协调技术和业务目标。
- 提供结构化反馈，塑造产品路线图和市场进入策略。
- 为解决方案工程师团队构建可扩展的赋能资源、演示环境和解决方案蓝图。
我们寻找的人选
- 在网络或安全软件领域的客户面向 SE/SA 角色中拥有 4/5 年以上经验
- 有与销售团队合作，共同负责销售线索并影响配额成果的实操经验
- 熟悉网络基础（TCP/IP、DNS、路由、防火墙）和故障排除技能
- 对零信任网络、安全连接和 IAM 集成（SSO、SAML、OIDC）有深入理解
- 了解 AI 网关和治理平台，用于集中式 LLM 访问、使用可见性和审计
- 熟悉特权访问管理（PAM），包括会话录制、按需访问和协议感知控制（例如 Border0、CyberArk、Teleport）
- 有使用基础设施即代码工具（如 Terraform、Pulumi、Ansible 或 CloudFormation）的经验
- 有 AWS、GCP 和/或 Azure 的实际架构经验
- 具备出色的沟通能力，能够将技术功能转化为业务价值
- 有在高增长或初创环境中取得成功的经验
作为一家公司，我们致力于
查看英文原文
About Tailscale
Tailscale is building the new Internet 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.
Job Description
Tailscale is seeking an experienced Commercial Solutions Engineer to partner with Sales in driving new business for Commercial customers. You will co-own a book of business with Account Executives, lead technical discovery and architecture design, and act as a trusted advisor to customers. This role blends deep networking and security expertise with strong sales acumen to win competitive deals, scale enablement, and influence product direction.
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
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.
CAN Pay Range (OTE)
$201,000—$268,000 CAD
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!
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 .
Originally posted on Himalayas