Principal Solutions Engineer

Twingate is building a modern remote access solution that simplifies and improves the way businesses secure access to their cloud, SaaS, and on-prem resources. Twingate is backed by leading investors such as BOND, WndrCo, 8VC, Green Bay Ventures, SignalFire, and Dropbox founders Drew Houston and Arash Ferdowsi. Our investors share our belief that in a world where workforces are becoming increasingly distributed, it is critical to be able to effectively secure access to apps, data, and environments. As part of our company culture, our belief in putting the customer first permeates our thinking in everything from our customer communications to the design process behind the product itself. If you take pride in creating experiences with the customer firmly at the center of the picture, we'd love to work with you. About Twingate For thirty years, securing access to a company's systems has meant making them harder to use. The VPN is the clearest example: a tunnel into the whole network, slow for the people who need it and trusted far more than it deserves. The industry's answer has been more layers and more acronyms. We think that is the wrong direction. Twingate exists to prove that the most secure way to do something can also be the easiest. A user opens their laptop and the application is simply there. Behind that, every connection is checked against who the person is, what device they are on, and what they are allowed to reach, and nothing else is visible. Security people do not have to think about is the only kind that actually gets used. We sell to IT and security teams, and increasingly to engineers: some companies embed Twingate inside their own products and platforms. From startups to large enterprises, the deal is won or lost on whether the product does what we say in the customer's real environment. That is where Solutions Engineering lives. Our customers say it better than we do: twingate.com/customers. The role Most solutions engineers are measured on whether the demo went well. You will be measured on whether the technical evaluation produced a decision, and on making that decision a success for the customer. You own the technical journey for our largest and most complex opportunities, from discovery through technical close and into production. Your job is to make sure the customer ends up with what they actually need, which is rarely what they first asked for, and that the people who championed Twingate internally are proven right for having done so. Everyone on our team takes it personally when a customer does not get real value from what we build. We want someone who shares that mindset: the kind of person who opens doors for others without expecting a thank you, and who keeps asking what a customer experience could look like if nobody had done it that way before. Our shorthand for it: good service is giving champagne when asked. Great service is giving champagne at the right moment, before being asked. Twingate embraces diversity. We are proud to be an equal opportunity workplace and do not discriminate on the basis of sex, race, color, age, pregnancy, sexual orientation, gender identity or expression, religion, national origin, ancestry, citizenship, marital status, military or veteran status, genetic information, disability status, or any other characteristic protected by federal, provincial, state, or local law. Twingate is committed to working with and providing reasonable accommodation to individuals with disabilities. If you would like to request a reasonable accommodation for a medical condition or disability during any part of the application process, please contact: people@twingate.com Responsibilities Run technical evaluations that end in a decision. You and the customer agree in writing, before the work starts, on what success looks like and which requirements are deal-breakers. You keep that agreement current, call it early when a deal-breaker cannot be met, and separate what the evidence shows from what you were told. Qualify properly, including out. Before you propose anything, you know why the customer should do anything at all, why now, and who cares. You turn vague terms into testable behavior, pull on every thread of a multi-part answer instead of acknowledging it and moving on, and find the driver behind the request rather than the solution the customer proposed. People are good at normalizing pain; you do not take "we don't have much" at face value. When we are not the right fit, you say so early. Find and build technical champions. Behind every Twingate deployment is someone who put their credibility on the line to bring us in. Your job is to make that person successful: anticipate what they will need before they ask, give them what they need to make the case internally, and make sure the win is theirs. You give more than you get, every time. Go deep when it is needed, and know when it is not. You can go as deep as any engineer in the room needs, and you can explain the same idea to someone who has never opened a terminal. The skill is reading the composition of the audience and adjusting automatically, so that nobody is left behind and nobody is bored. You are the customer's primary educator, and you are intentional about delivering value to every person on the call regardless of their technical background. Leave the team better than you found it. Your trackers, guides, demo environments, and product feedback are built so others can use them without you in the room. You give teammates direct feedback on their qualification. And the relationship does not end at the signature: you stay directly involved through onboarding once a prospect becomes a customer, because the person who ran the evaluation is the person who knows what was promised. Continuity matters to us. Qualifications 8+ years in a customer-facing technical role, including several on enterprise deals with multiple technical stakeholders. Technical evaluations you scoped and ran yourself that ended in a clear win or a clear, early disqualification. Practical networking knowledge: how TCP and UDP connections are established, how DNS resolves, how TLS authenticates two parties, what NAT does to a packet, and ideally how to read a packet capture. Hands-on with at least one major cloud, Kubernetes, and an identity provider such as Okta, Entra ID, or Google Workspace. Endpoint security and device management tools (CrowdStrike, Intune, Jamf) are a strong plus. Scripting in Python, Bash, or PowerShell, and working with REST and GraphQL APIs. Enough to automate a test or build a small integration, not to ship software. A structured qualification method (MEDDPICC or similar). We care less which one and more whether you can show us yours from a real deal. Clear, succinct writing. Most of the value in this role is written. Familiarity with zero trust network access and adjacent categories helps but is not required. We can teach the market; we cannot teach intellectual curiosity.