Manager, Commercial Sales - West

Overview

Lead, coach and develop a team of Commercial Account Executives selling into the sub-250 employee segment, owning team attainment, pipeline health and forecast accuracy for the Commercial segment.

What you'll do

• Lead, coach, and develop a team of Commercial Account Executives selling into the sub-250 employee segment, helping them close faster, think more technically, and operate with greater autonomy over time.
• Own the Commercial segment number, including team attainment, pipeline health, and forecast accuracy.
• Spend time in deals: review deals, join customer conversations when it matters, and help reps navigate technical and commercial complexity.
• Hire exceptional Commercial AEs who are technically credible, commercially hungry, and able to operate without hand-holding.
• Build the playbook: document what's working, codify best practices, and create repeatable frameworks for technical discovery, objection handling, and deal progression.
• Partner cross-functionally with Solutions Engineering, Product, and Marketing to ensure the Commercial team has the support, enablement, and feedback loops it needs to win.
• Identify patterns across the pipeline (where deals stall, where we lose, where we consistently win) and use those insights to improve team performance and inform product and GTM decisions.
• Contribute to the broader Commercial strategy, including segmentation, coverage model, and how the motion evolves as the team scales.

What you'll need

• A track record of success as a quota-carrying AE in a technical sales environment, having sold data infrastructure, developer tooling, or a similarly technical product to engineering buyers.
• Experience leading or mentoring other sellers, whether in a formal management role or as a senior IC who took ownership of team development.
• Technical credibility: understands the modern data stack, can hold a conversation about architecture, and can identify when a deal is stalling for technical versus commercial reasons. You don't need to be an engineer.
• Strong commercial instincts: can read a pipeline, spot sandbagging, identify risk early, and have an honest forecast conversation with leadership.
• A builder mentality: comfortable operating where the playbook is still being written and energized by shaping it.
• Genuine investment in people development: gives direct feedback, creates space for people to fail safely, and takes accountability for the development of everyone on the team.

Details

• Location: US West (remote), with strong interest in San Francisco.
• ClickHouse is a globally distributed, remote-friendly company operating in over 25 countries.