Director, Commercial Strategy & Operations

Details

About ClickHouse

Recognized on the 2025 Forbes Cloud 100 list, ClickHouse is one of the most innovative and fast-growing private cloud companies. With more than 3,000 customers and ARR that has grown over 250 percent year over year, ClickHouse leads the market in real-time analytics, data warehousing, observability, and AI workloads.

We’re on a mission to transform how companies use data. Come be a part of our journey!

Role overview

We are looking for a Director of Commercial Strategy & Operations to lead the commercial function inside Revenue Operations. You will own the commercial surface of the GTM system end-to-end: the pricing strategy, packaging, and the rules, automation, and exception review that govern how deals get structured, approved, and closed, and the commercial readiness that makes a new product sellable on day one. The team spans pricing strategy, commercial governance, marketplace operations (CSP transactions, private offers, co-sell), new product commercialization, and commercial systems design. You will partner closely with Product, Finance, Legal, and the CRO on pricing, packaging, and deal strategy.

Responsibilities

• Own pricing strategy and packaging. Set the pricing model and packaging architecture in partnership with Product and Finance. Run pricing analysis, model the commercial impact of changes, and lead pricing reviews and pricing changes from analysis through rollout.
• Own commercial architecture: pricing operationalization, discount governance, approval logic, and the rules and guardrails that govern how deals get structured and closed.
• Design and operate the commercial review function: rules, approval logic, automated controls, and the exception review process for the deal flow that doesn't fit them. Partner with Sales and Finance on the non-standard cases that genuinely warrant human judgment.
• Build out Q2C and CPQ automation. Drive the platform roadmap with Revenue Engineering.
• Own marketplace operations across AWS, GCP, and Azure: CSP transactions, private offers, co-sell motions, and the operational mechanics behind partner-sourced and partner-influenced revenue.
• Own commercial readiness for new product introduction. Build the commercial infrastructure that makes a new product sellable before it ships: the pricing and packaging, the quoting logic, the discount and approval rules, and the controls that govern how the product gets sold. Program-manage the cross-functional path to launch across Product, Finance, Legal, and Revenue Engineering: define the commercial requirements, drive the build, test the end-to-end flow, and own the go-live readiness so the product is sellable on day one.
• Hire and develop the Commercial Strategy & Operations team. Design the systems and review logic that let a small team govern an increasing volume of deal flow as the business scales.
• Partner with Product and Finance on pricing and packaging changes: lead the analysis, design the operational rollout, instrument the rollout in the system, and measure the results.

Requirements

• 10+ years in pricing strategy, commercial operations, revenue strategy, or product-led growth strategy, with at least five years managing a team.
• Direct experience setting and operationalizing pricing for a usage-based or consumption-based business. You have led at least one significant pricing or packaging change end-to-end: analysis, design, alignment, and rollout.
• End-to-end Q2C experience. You have owned the quote-to-cash flow for a new product or major SKU from commercial requirements through testing and launch: requirements definition, quoting and approval design, UAT, and go-live.
• Owner-operator mindset and product-owner instincts: treat commercial work as infrastructure to design, not a queue to clear.
• Strong commercial analytics. Comfortable building pricing models, sensitivity analyses, and elasticity views from first principles. SQL fluency required.
• Familiarity with the operational complexity of usage-based contracts: metering, commits, contract structure, overages, and the rev rec implications.
• Marketplace fluency. Hands-on experience with AWS, GCP, or Azure marketplace operations is strongly preferred.
• Strong working knowledge of Salesforce CPQ. Comfort designing rules, approval logic, and automated controls, not just configuring tools.
• Ability to partner with Legal and Finance on contract structure and revenue recognition implications.
• Excellent judgment on commercial tradeoffs and strong written and verbal communication. Comfortable presenting to executives and engaging with senior customer stakeholders.
• Bachelor's degree in a quantitative field; MBA or equivalent experience preferred.

Compensation

The typical starting salary for this role in the US is:

• $225,000 - $275,000 USD

The typical starting salary for this role in US Premium Markets is:

• $250,000 - $300,000 USD

These salary ranges reflect what we reasonably and in good faith believe to be the minimum and maximum pay for this role at the time of posting. The actual compensation may be higher or lower than the amounts listed, and the ranges may be subject to future adjustments.

If you have any questions or comments about compensation as a candidate, please get in touch with us at [email protected].

Perks

• Flexible work environment — ClickHouse is a globally distributed company and remote-friendly. We currently operate in over 20 countries.
• Healthcare — Employer contributions towards your healthcare.
• Equity in the company — Every new team member who joins our company receives stock options.
• Time off — Flexible time off in the US, generous entitlement in other countries.
• A $500 Home office setup if you’re a remote employee.
• Global Gatherings — opportunities to engage with colleagues at company-wide offsites.

Equal Opportunity & Privacy

ClickHouse provides equal employment opportunities to all employees and applicants and prohibits discrimination and harassment of any type. Please see the applicant privacy notice on the ClickHouse website for more information.