TailscaleTA

Customer Account Executive

Tailscale is building the new Internet: small, trusted, human-scale networks, interconnected.

Tailscale

Employee count: 51-200

Salary: 150k-150k GBP

United Kingdom only

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

Join our rapidly growing Sales team where you will play an important role at one of the fastest growing companies in the Developer Security space.

As a Customer Account Executive, you will be responsible for helping expand and renew current customer accounts. You will focus on finding additional use cases, educating the client base on new feature releases, and ensuring the successful adoption of Tailscale across all of your existing customer accounts. You will partner closely with the Solutions Engineering team, as well as collaborate with the Customer Success, Support, Marketing, and Product teams.

We're an energetic company with a wide variety of backgrounds. We coach each other, share feedback, and collaborate to maximize our performance and earning potential, all the while aligning with our customers' needs.

Key Responsibilities

  • 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

What We Are Looking For

  • 2+ years of 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

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.

UK Pay Range (OTE)£150,000—£150,000 GBP

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!
  • All-remote with the opportunity to work from anywhere—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).
  • Connect with other Tailscalars IRL. Attend our annual company retreat, participate in team/department off-sites, or use your individual travel budget to meet up with team members in Canada, the US, or the UK.
  • 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.

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 https://tailscale.com/scam-awareness.

About the job

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Job type

Full Time

Experience level

Mid-level

Salary

Salary: 150k-150k GBP

Location requirements

Hiring timezones

United Kingdom +/- 0 hours

About Tailscale

Learn more about Tailscale and their company culture.

View company profile

Tailscale is building the new Internet: small, trusted, human-scale networks, interconnected. We combine WireGuard with 2-factor authentication, a distributed mesh, centralized security policies, and magic.

We’re building the new internet

Trusted, human-scale networks.

We’re returning to the original vision of the Internet. We want to help everyone create their own secure networks built around people and their connections.

Whether you want to connect with your co-workers to share a prototype, the company database to securely access information, or your family members to share files and photos, Tailscale makes networking safe and understandable.

We’re working to remove overhead and complexity from the “long tail” of software and operational problems that people face every day. By making connectivity easier and more secure, we empower teams to build systems that scale, without scaling overhead.

Our guiding principles

Real people solving concrete problems: Decentralization, encryption, and scalability are means to an end, not the ends in themselves. We’re here to solve tech problems for diverse teams in diverse industries, and our team is diverse and empathetic to match.

Small is beautiful: We don’t believe in huge teams or huge clusters. We don’t believe workers are interchangeable. We believe that excellent, small teams produce excellent, beautiful, coherent outcomes that large teams, and large networks, just can’t replicate.

It has to “just work”: This should be standard, but surprisingly it’s not, because system reliability is hard. It might not be glamorous or shiny, but our job is to do the boring parts and get out of the way, so customers can get back to the work that matters to them.

Our commitments

Putting people first

Listening to a range of voices leads to a product and a company that’s better for everyone. As a diverse team we work together to understand the challenges our users face. This allows us to build a product that makes physical and virtual communities feel successful, safe and secure.

An inclusive workplace starts with a team that is not bound by geographical location, lifestyle, or life stage, which is why we are proudly, and always have been, a fully remote company with flexible working hours. Whether a mid-afternoon kids’ soccer match, time with family on the other side of the country, or an emergency vet visit, employees are trusted and respected to manage their time and projects around their life.

Diverse teams have diverse interests and voices. Whether on the Tailscale blog, or personal Twitter accounts, Tailscale celebrates communicating freely and safely, in each person’s own voice.

Supporting open source

Open source is the present and future of software development. Writing software ought not be zero-sum. Tailscale is open source at its core. It’s also free for open-source projects.

Tailscale is built on WireGuard, specifically wireguard-go. We upstream changes that help other users of the project. We also support WireGuard with financial donations.

Many Tailscalars are active in the Go community, and contribute to the project and community. When we develop features that help everyone, we upstream them. And it’s not just Go. Our team has many passions, from NixOS to SQLite.

Protecting user privacy

Privacy is a fundamental human right, and we designed Tailscale accordingly. We don’t want your data. Your data is end-to-end encrypted and transmitted point-to-point so we don’t see your packets and don’t have to pay for them, which keeps our costs low, which means our free plan can stay free. We don’t capture any more of your data than needed to provide the service, as in our privacy policy.

Tailscale networks are private. Only connect with people you’ve explicitly invited, and only share what and when you want to share.

We augment privacy with transparency and knowledge. For example, we make sure you know before you access a shared node, that your public IP address will be visible to admins on that tailnet.

Employee benefits

Learn about the employee benefits and perks provided at Tailscale.

View benefits

Employee assistance program (EAP)

We have various employee assistance programs.

Equity benefits

Generous equity incentive plans, so you are rewarded for your best work.

Work from (almost) anywhere

Remote-first work environment and flexibility to work wherever you can get wifi.

Prioritizing health

Group health benefits for you and your family with no waiting periods + flexible sick days.

View Tailscale's employee benefits
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Tailscale hiring Customer Account Executive • Remote (Work from Home) | Himalayas