Principal, Technical GTM Enablement

Details

ClickHouse is a fast, resource-efficient open-source database for real-time analytics, with ClickHouse Cloud growing across regions and market segments. This Principal-level individual contributor role owns global technical sales enablement and Solution Architect onboarding. The role leads through influence, the systems it builds, and technical credibility.

Responsibilities

Global SA onboarding

• Design and run the end-to-end onboarding program for new Solution Architects across AMER, EMEA, and APJ.
• Cover technical foundations, ClickHouse architecture and internals, demo and proof-of-concept craft, discovery and objection handling, competitive positioning, and the sales process.
• Define 30/60/90-day milestones, certification, shadow-to-lead progression, and time-to-productivity metrics.
• Adapt the global program to regional sales practices and coordinate cohorts, mentors, and live sessions across time zones.

Technical sales enablement and everboarding

• Own the global technical enablement plan, calendar, quarterly priorities, programs, and communications.
• Run product-launch readiness in partnership with Product and Product Marketing, including 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 for cloud data warehouses, search and observability platforms, and incumbent OLAP systems.
• Extend enablement to adjacent technical roles, including Account Executives, Support, and partners.

Diagnose and improve enablement

• Use call recordings, CRM data, win/loss information, proof-of-concept outcomes, certification results, and discussions with SA leaders to identify and prioritize skill gaps.
• Select appropriate learning modalities, including hands-on labs, self-service learning paths, live workshops, AI role-play, peer teaching, and in-the-moment coaching.
• Measure behavior change and deal outcomes.
• Capture field friction, lost deals, and recurring objections, then route actionable recommendations to Product, Product Marketing, and Sales leadership.

Build at scale

• Own the enablement toolchain, including the LMS or learning hub, content repositories, certification tracking, and reporting.
• Maintain a single source of truth for current enablement content.
• Identify and support subject-matter experts who can teach peers across regions.

Field engagement and operations

• Spend approximately 10% of time in customer-facing activities, including proofs of concept, account reviews, and live coaching.
• Deliver virtual and in-person sessions at onboarding cohorts, regional kickoffs, and kickoff events.
• Define and report on readiness KPIs such as ramp time, certification rates, proof-of-concept win rate, technical win contribution, and workshop effectiveness.
• Run multiple programs in parallel, protect the plan from ad hoc changes, and manage the enablement portfolio.
• Potentially expand into hiring and leading a team, owning SKO technical tracks, partner enablement, or a customer technical certification program.

First-Year Success Measures

• Every new SA worldwide completes a global onboarding program with a defined ramp, while time to first solo proof of concept is measured and reduced.
• SAs are enabled for every major launch before general availability, with demo environments and competitive positioning available on day one.
• Technical enablement priorities are based on field data and reviewed regularly with SA and Sales leadership.
• A current competitive and architecture curriculum is used by SAs and increasingly by Account Executives.
• SA leaders view the role as part of their extended leadership team.

Requirements

• At least 3 years in a quota-carrying role, such as Account Executive, quota-carrying Solutions Engineer, or equivalent.
• At least 8 years of experience 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 and knowledge of OLAP and analytical databases, data warehousing architectures, streaming and ingestion pipelines, and at least one major cloud platform.
• Ability to run demos, debug labs, and read query plans.
• Experience running proofs of concept, handling objections, and defending technical positions against competitors.
• Proven program design and delivery skills, including needs analysis, curriculum design, virtual and in-person facilitation, certification, and measurement for a global technical audience.
• Self-directed approach with a bias toward building and iterating from evidence.
• Ability to lead through influence, secure executive sponsorship, align cross-functional peers, and hold the field to standards without direct reporting authority.
• Comfort pulling CRM and call-intelligence reports, defining KPIs, and discussing data with stakeholders.
• Exceptional written and verbal communication skills, including the ability to explain complex technical concepts clearly.
• Experience working across AMER, EMEA, and APJ time zones.
• Willingness to travel up to approximately 25% for cohorts, kickoffs, and field activities.

Nice to Have

• Hands-on experience with ClickHouse.
• Experience at a high-growth infrastructure company through a major product launch or rapid SA headcount expansion.
• Background in both pre-sales and post-sales technical roles.
• Experience using AI tools to automate content creation, build internal tools, or scale enablement.
• Familiarity with MEDDPICC, Command of the Message, or a similar sales methodology.
• Familiarity with adult learning or instructional design principles.
• Experience building subject-matter-expert networks, peer-learning cohorts, or technical certification programs.

Benefits

• Flexible work environment at a globally distributed, remote-friendly company operating in more than 25 countries.
• Employer healthcare contributions.
• Equity through stock options for new team members.
• Flexible time off in the United States and generous entitlement in other countries.
• USD 500 home-office setup allowance for remote employees.
• Opportunities to participate in company-wide global gatherings and offsites.
• Equal employment opportunities and a commitment to preventing discrimination and harassment.