Customer Account Executive in Vancouver

About Tailscale

Tailscale is making safe connection effortless 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.

About the Role

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

• Become an expert in how Tailscale helps our customers.
• 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.
• Participation in video-recorded customer meetings is a core part of this role. Recordings are used for training, collaboration, and quality improvement.

What We Are Looking For

• Up to 1 year of quota-carrying or 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.
• Proactive from lead to close - if this opportunity really excites you, please don’t just apply on the website. Find the hiring manager, prospect thoughtfully, and tell us why you’re the best candidate for this position.

This role is based in Vancouver and is hybrid required (3 days/week in-office).

What We Offer

• An inclusive, flexible environment where you can be your authentic self.
• A competitive total compensation package including a base salary, an equity incentive plan and variable commission (for quota-based roles).
• Comprehensive group benefits with no waiting period.
• Remote first company — most of our teams work fully remotely.
• Employer-funded retirement contributions.
• Support for your personal and professional development.
• Paid time off and a healthy work-life integration.
• A build-your-own home office setup.
• Paid parental leave program.

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.