Principal, Technical GTM Enablement

The roleClickHouse is the fastest, most resource-efficient open-source database for real-time analytics, and ClickHouse Cloud is growing across every region and segment. Our Solution Architects (SAs) are the technical heart of that growth: They run the proofs of concept, defend the architecture, and win the room against the largest data platforms in the world.

You will be the single owner of global technical sales enablement and SA onboarding at ClickHouse. You are integral in deciding what a ClickHouse SA needs to know, say and do in order to be successful, and you wholly own the build out of the programs to get them there. You will measure everything, incorporate AI, and drive real results that time to revenue impact. You are the connective tissue between Product, Product Marketing, Sales leadership, SA leadership, and the field.

This is a Principal-level individual contributor role. You lead through influence, the systems you build, and the credibility you earn.

What you'll ownGlobal SA onboarding- Design and run the end-to-end onboarding program for new SAs across AMER, EMEA, and APJ. These include but are not limited to: Technical foundations, ClickHouse architecture and internals, demo and POC craft, discovery and objection handling, competitive positioning, and our sales process.

• Define and certify ramp. Set clear 30/60/90-day milestones, build the certification and shadow-to-lead progression, and publish time-to-productivity as a metric leadership can see and trust.

• Make onboarding regionally real. Adapt the global program to how each theater sells, and coordinate cohort schedules, mentors, and live sessions across time zones.

Technical sales enablement strategy and everboarding- Own the global technical enablement plan and its calendar. This includes the quarterly priorities, the programs behind them, and the communication that keeps SA and Sales leadership aligned on what is shipping and why.

• Run product-launch readiness for the field. Partner with Product and PMM so SAs have talk tracks, demo environments, hands-on labs, and competitive positioning before General Availability.

• Build the competitive and architecture curriculum. Deep dives, battlecards, and objection-handling playbooks against the platforms we meet most (cloud data warehouses, search and observability stacks, and incumbent OLAP systems).

• Extend enablement to adjacent technical roles as needed: Account Executives on technical fundamentals, Support on the sales motion, and partners on positioning.

Diagnose, then prescribe- Start from signals, not requests. Use call recordings, CRM data, win/loss, POC outcomes, certification results, and conversations with SA leaders to find the skill gaps that actually cost us deals, then classify and prioritize them with data.

• Pick the right modality for the gap: hands-on lab, self-serve path, live workshop, AI role-play, peer teaching, or in-the-moment coaching. Measure behavior change and deal outcomes.

• Close the loop. Systematically capture what is breaking in the field (friction, lost deals, recurring objections) and route it to Product, PMM, and Sales leadership as actionable recommendations.

Build at scale- Own the enablement toolchain: the LMS or learning hub, content repositories, certification tracking, and reporting. Keep a single source of truth for what is current.

• Activate SME communities. Identify and support the SAs who are already the best at something, and give them the structure to teach it peer-to-peer across regions.

Stay in the field- Spend roughly 10% of your time in customer-facing moments by joining POCs, account reviews, and live coaching.

• Facilitate. You will personally deliver live sessions, virtually and in person, at onboarding cohorts, regional kickoffs, and Kickoff events.

Operate like an owner- Report on readiness. Define the KPIs (ramp time, certification rates...