Solutions Engineer - Commercial

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 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 Deep understanding of zero-trust networking, secure connectivity, and IAM integrations (SSO, SAML, OIDC) Hands-on architecture experience with AWS, GCP, and/or Azure Strong networking fundamentals (TCP/IP, DNS, routing, firewalls) and troubleshooting skills Excellent communication skills, capable of translating technical features into business value Experience thriving in high-growth or startup environments