Principal, Technical GTM Enablement

🔥 6 minutes ago

🇺🇸 United States – Remote

💵 $165k - $200k / year

⏰ Full Time

🔴 Lead

🎁 Product Marketing

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ClickHouse

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2021

☁️ SaaS

🏢 Enterprise

🤖 Artificial Intelligence

🔥 Funding within the last year

💰 $400M Series D on 2026-01

SaaS • Enterprise • Artificial Intelligence

ClickHouse is an open-source, column-oriented OLAP database and real-time data warehouse that delivers extremely fast, resource-efficient analytics at petabyte scale. ClickHouse offers both self-managed open-source software and managed cloud services (ClickHouse Cloud available on AWS, GCP, Azure), as well as complementary products like ClickHouse Managed Postgres, ClickStack (an open-source observability stack), Langfuse for LLM observability, Agentic Data Stack for AI applications, and chDB in-process SQL engine. It targets use cases such as real-time analytics, observability, data warehousing, machine learning and GenAI, and provides integrations with BI tools, data ingestion, and language clients. ClickHouse is used by enterprises across industries (e. g. , financial services, cybersecurity, e-commerce, gaming, automotive) and emphasizes performance, cost-efficiency, developer-friendliness, and open-source community adoption.

📋 Description

• Own global technical sales enablement and Solution Architect onboarding at ClickHouse • Design and run end-to-end onboarding for new SAs across AMER, EMEA, and APJ • Define 30/60/90-day ramp milestones, certification, shadow-to-lead progression, and time-to-productivity measurement • Adapt global onboarding to regional sales practices and coordinate cohorts, mentors, and live sessions across time zones • Own the global technical enablement plan, calendar, quarterly priorities, programs, and communications • Prepare SAs for product launches with talk tracks, demo environments, hands-on labs, and competitive positioning before General Availability • Build competitive and architecture curricula, deep dives, battlecards, and objection-handling playbooks • Extend enablement to Account Executives, Support, and partners as needed • Use call recordings, CRM data, win/loss data, POC outcomes, certification results, and SA-leader input to identify and prioritize skill gaps • Select and deliver appropriate enablement modalities, including hands-on labs, self-serve paths, workshops, AI role-play, peer teaching, and coaching • Capture field friction, lost deals, and recurring objections and route actionable recommendations to Product, PMM, and Sales leadership • Own the LMS or learning hub, content repositories, certification tracking, and reporting • Build and support SME communities and peer-to-peer teaching across regions • Spend approximately 10% of time in customer-facing POCs, account reviews, and live coaching • Deliver live virtual and in-person sessions at onboarding cohorts, regional kickoffs, and Kickoff events • Define and report KPIs including ramp time, certification rates, POC win rate, technical win contribution, and workshop effectiveness • Manage multiple programs, maintain priorities, and expand the charter into potential team leadership, SKO technical tracks, partner enablement, or customer technical certification

🎯 Requirements

• 3+ years in a quota-carrying role as an Account Executive, quota-carrying Solutions Engineer, or equivalent • 8+ years total across solutions engineering, technical pre-sales, or technical enablement at an enterprise software or data infrastructure company • Experience building and running enablement or onboarding programs • Strong SQL skills • Knowledge of OLAP/analytical databases • Knowledge of data warehousing architectures • Knowledge of streaming and ingestion pipelines • Experience with at least one major cloud • Experience running POCs, handling objections live, and defending a technical position against competitors • Experience with needs analysis, curriculum design, virtual and in-person facilitation, certification, and measurement for a technical global audience • Ability to secure executive sponsorship, align cross-functional peers, and influence without a reporting line • Ability to pull CRM and call-intelligence reports, define KPIs, and analyze data • Exceptional written and on-stage communication skills • Experience working across AMER, EMEA, and APJ time zones • Willingness to travel up to approximately 25% • ClickHouse experience, high-growth infrastructure company experience, pre-sales and post-sales technical experience, AI tooling, structured sales methodology, adult-learning or instructional-design principles, SME networks, peer-learning cohorts, or technical certification programs are nice to have

🏖️ Benefits

• Flexible work environment and remote-friendly culture • Employer contributions towards healthcare • Stock options/equity for every new team member • Flexible time off in the US • Generous time-off entitlement in other countries • USD$500 home office setup allowance for remote employees • Opportunities to engage with colleagues at company-wide offsites

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