{"id":1411719,"url":"https://alion.io/job/clickhouse-principal-technical-gtm-enablement","title":"Principal, Technical GTM Enablement","company":{"id":3448,"name":"ClickHouse","domain":"clickhouse.com","url":"https://alion.io/company/clickhouse","size_band":"501-1000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Ashby","truth_index":{"grade":"B","score":78,"open_postings":41,"ghost_share":0,"stale_share":0.683,"repost_share":0,"time_to_fill_p50_days":66,"computed_at":"2026-10-24T06:02:35Z"}},"role":"Sales","role_family":"Sales","seniority":"lead","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":[],"countries":[],"hiring_countries":["US"],"hiring_countries_total":1,"salary":{"min":165000,"max":200000,"currency":"USD","period":"year","gross":null,"usd_annual":200000},"salary_estimate":null,"experience_years_min":8,"visa_sponsorship":false,"relocation_package":false,"has_equity":true,"technologies":[{"name":"ClickHouse","optional":false},{"name":"Service Desk","optional":false},{"name":"SQL","optional":false},{"name":"LinkedIn","optional":true}],"status":"live","first_seen_at":"2026-09-28T15:01:30Z","employer_posted_date":"2026-09-28","last_verified_at":"2026-10-24T04:02:27Z","board_verified":true,"closed_at":null,"days_open":25,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":25},"description":"The role\nClickHouse 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.\nYou 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.\nThis is a Principal-level individual contributor role. You lead through influence, the systems you build, and the credibility you earn.\nWhat you'll own\nGlobal SA onboarding\nDesign 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.\n\nDefine 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.\n\nMake onboarding regionally real. Adapt the global program to how each theater sells, and coordinate cohort schedules, mentors, and live sessions across time zones.\n\nTechnical sales enablement strategy and everboarding\nOwn 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.\n\nRun 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.\n\nBuild 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).\n\nExtend enablement to adjacent technical roles as needed: Account Executives on technical fundamentals, Support on the sales motion, and partners on positioning.\n\nDiagnose, then prescribe\nStart 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.\n\nPick 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.\n\nClose 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.\n\nBuild at scale\nOwn the enablement toolchain: the LMS or learning hub, content repositories, certification tracking, and reporting. Keep a single source of truth for what is current.\n\nActivate 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.\n\nStay in the field\nSpend roughly 10% of your time in customer-facing moments by joining POCs, account reviews, and live coaching.\n\nFacilitate. You will personally deliver live sessions, virtually and in person, at onboarding cohorts, regional kickoffs, and Kickoff events.\n\nOperate like an owner\nReport on readiness. Define the KPIs (ramp time, certification rates, POC win rate, technical win contribution, workshop effectiveness) and present them in monthly and quarterly business reviews.\n\nManage the portfolio. Run multiple programs in parallel, protect the plan from ad-hoc drift, and say no with a reason and an alternative.\n\nExpand the charter. This role will grow, potentially into hiring and leading a team, owning SKO technical tracks, partner enablement, or a technical certification program for customers.\n\nWhat success looks like in the first year\nEvery new SA worldwide goes through one global onboarding program with a defined ramp, and time-to-first-solo-POC is measured and trending down.\n\nSAs are enabled on every major launch before GA, with demo environments and competitive positioning ready on day one.\n\nTechnical enablement priorities are set from field data and reviewed with SA and Sales leadership on a fixed cadence, and leadership can point to the deals and metrics that moved.\n\nA living competitive and architecture curriculum exists, is current, and is used by SAs and, increasingly, by AEs.\n\nSA leaders describe you as part of their extended leadership team, not a service desk.\n\nWhat you bring\nRequired\n3+ years in a quota-carrying role. You have owned a number as an Account Executive, quota-carrying Solutions Engineer, or equivalent, and you know what it feels like when the quarter is on the line.\n\n8+ years total across solutions engineering, technical pre-sales, or technical enablement at an enterprise software or data infrastructure company, including experience building and running enablement or onboarding programs.\n\nDeep hands-on data fluency: strong SQL, knowledge of OLAP/analytical databases, data warehousing architectures, streaming and ingestion pipelines, and at least one major cloud. You can run a demo, debug a lab, and read a query plan.\n\nYou have been the engineer in the room. You have run POCs, handled objections live, and defended a technical position against a well-funded competitor.\n\nProven program design and delivery: Needs analysis, curriculum design, facilitation (virtual and in person), certification, and measurement for a technical, global audience.\n\nA self-starter with a bias for building. You create the plan when there is none, you ship version one before it is perfect, and you improve it from evidence.\n\nLeads through influence. You can secure sponsorship from VPs, align cross-functional peers, and hold the field to a standard without a reporting line.\n\nData-driven and operational: comfortable pulling your own CRM and call-intelligence reports, defining KPIs, and debating the numbers with stakeholders.\n\nExceptional communicator. You make complex technical concepts accessible without dumbing them down, in writing and on stage.\n\nGlobal mindset. Experience working across AMER, EMEA, and APJ time zones, and willingness to travel up to ~25% for cohorts, kickoffs, and field time.\n\nNice to have\nHands-on experience with ClickHouse.\n\nExperience at a high-growth infrastructure company through a major product launch or rapid SA headcount expansion.\n\nBackground in both pre-sales and post-sales technical roles.\n\nDemonstrated use of AI tooling to automate content creation, build internal tools, or scale enablement beyond live delivery.\n\nFamiliarity with a structured sales methodology (MEDDPICC, Command of the Message, or similar) and with adult-learning or instructional-design principles.\n\nExperience building SME networks, peer-learning cohorts, or technical certification programs.\n\nPerks\nFlexible work environment - ClickHouse is a globally distributed company and remote-friendly. We currently operate in over 25 countries.\n\nHealthcare - Employer contributions towards your healthcare.\n\nEquity in the company - Every new team member who joins our company receives stock options.\n\nTime off - Flexible time off in the US, generous entitlement in other countries.\n\nA USD$500 Home office setup if you’re a remote employee.\n\nGlobal Gatherings - We believe in the power of in-person connection and offer opportunities to engage with colleagues at company-wide offsites.\n\nCulture - We All Shape It\nAs part of a rapidly scaling start-up, you will be instrumental in shaping our culture.\nAre you interested in finding out more about our culture? Learn more about our values here. Check out ourblog posts or follow us on LinkedIn to find out more about what’s happening at ClickHouse.\nEqual Opportunity & Privacy\nClickHouse provides equal employment opportunities to all employees and applicants and prohibits discrimination and harassment of any type based on factors such as race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.\nPlease see here for our Privacy Statement.","description_format":"text","description_chars":8743,"description_truncated":false,"requirements":{"experience_years_min":8,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Equity","Flexible schedule","Flexible time off","Home office","Stock options"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Data Warehouses & Lakehouses","Databases & DBMS"],"lifecycle":[{"event":"open","at":"2026-09-28T19:20:45Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"H-1B filings in 12 months: 8 · green card filings: 1","filings_12m":8,"filings_prev_12m":7,"green_card_filings_12m":1,"median_offered_wage_usd":204167,"route":null,"cap_exempt":false,"checked_at":"2026-10-15T11:24:14+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)","US Department of Labor: PERM disclosure data (green cards)"],"filings_for_role_12m":0}],"liveness":{"score":57,"band":"ok","label":"Likely open","p_open":1,"p_active":0.632,"p_room":0.9,"age_days":25,"expected_fill_days":66,"reasons":["conf:2","stale_co","velocity","win:mid","comp:brand"],"computed_at":"2026-10-24T06:02:35Z"},"pay":{"stated_usd_annual":200000,"is_top_pay":true},"html_url":"https://alion.io/job/clickhouse-principal-technical-gtm-enablement","json_url":"https://alion.io/job/clickhouse-principal-technical-gtm-enablement.json","meta":{"generated_at":"2026-10-24T06:39:10Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":9693,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-25T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":3448},"rest":"https://alion.io/mcp/rest/get_company?id=3448"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fclickhouse-principal-technical-gtm-enablement"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fclickhouse-principal-technical-gtm-enablement"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fclickhouse-principal-technical-gtm-enablement"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/clickhouse-principal-technical-gtm-enablement\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fclickhouse-principal-technical-gtm-enablement"}]}