Mid-Market Account Executive

Tailscale • Denver, CO

1d • Hybrid

About The Position

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.

You will be responsible for helping expand and renew current customer accounts as well as work net-new customer accounts across inbound leads and outbound prospecting. This is a new segment and you will be involved in key groundwork in making this a repeatable and successful motion for Tailscale’s ambitious growth goals. You will be expected to own deals end-to-end; working with marketing, product, solutions engineering, and our leadership team to close key logos and drive revenue growth.

Requirements

• 3+ years of closing experience in an AE or an AM role. Outbound experience strongly preferred
• Has sold developer and/or technical products, especially in a product-led growth (PLG) motion
• Comfortable selling to senior leaders - CTO, CISO, VP of engineering, head of IT
• Experience using Gong, Salesforce, 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 - the hiring manager for this role is Ben Roberts. If this opportunity really excites you, please don’t just apply on the website. Prospect thoughtfully and tell us why you’re the best candidate for this position.
• Willing to come into our downtown Denver office 2-3 days per week

Nice To Haves

• Past experience selling or managing accounts with senior technical buyers (VP Engineering, CTO, Head of Platform, CISO)
• You've been the owner of several customers in the $20k-100k+ ARR range previously, with evidence of growing them through expansion and cross-sell rather than just renewal.
• Desire and ability to leverage AI to increase productivity

Responsibilities

• Own an incremental revenue number each quarter while consistently building pipeline throughout the whole year.
• Ensure our existing customers get value out of Tailscale and renew + expand their usage.
• Provide accurate weekly forecasting & revenue delivery.
• Demonstrate the ability to outbound to net-new customers and generate net-new pipeline.
• You own the relationship with customers long term and sell new products as we build them.
• Participation in video-recorded customer meetings is a core part of this role. Recordings are used for training, collaboration, and quality improvement.

Benefits

• 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.
• 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, and the United Kingdom. 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 $1000 USD to customize your workstation to make it your own.
• Generous parental leave program from your first day. We care about your life outside of work and encourage new parents to take advantage of parental leave top-ups for up to 26 weeks.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed