Director, Revenue Operations - Strategy & Planning

Details

About ClickHouse

Recognized on the 2025 Forbes Cloud 100 list, ClickHouse is a fast-growing private cloud company focused on real-time analytics, data warehousing, observability, and AI workloads. The company serves more than 3,000 customers, has rapidly growing ARR, and recently closed a $400M Series D financing round.

Role summary

You will lead the planning discipline across the GTM funnel as a senior leader on the Revenue Operations team. Reporting to the VP, Revenue Operations, you will partner closely with the CRO, CFO, and VP of Product & Marketing, lead the Strategy & Planning team, and act as the connective tissue between Marketing, Sales, Solutions Architecture, Partners, and Finance.

Responsibilities

• Own GTM architecture: markets, segments, roles, coverage model, and the planning logic that turns business strategy into a deployable revenue system.
• Lead annual planning end-to-end: capacity modeling, territory design, quota allocation, and the headcount and expense plan that funds it.
• Design the operating cadence with sales leadership: forecast roll-ups, pipeline reviews, QBR and MBR support, and the analytical work that drives decisions inside those forums.
• Partner with FP&A on controllership: headcount and expense management, comp plan modeling, forecast accuracy, and variance analysis.
• Build experimentation and measurement frameworks to evaluate GTM system outputs and drive continuous improvement.
• Hire and develop the Strategy & Planning team and design infrastructure to let a small team deliver compounding leverage as the organization scales.

Requirements

• 10+ years in revenue operations, sales strategy, GTM finance, or strategy consulting, with at least five years leading a team.
• Owner-operator mindset: build, run, fix, and measure planning systems end-to-end.
• Credible partner and challenger to field leadership; strong executive presence and the ability to present to executives.
• Deep fluency with planning toolkit: capacity models, territory design, quota allocation, comp modeling, and forecast methodology.
• Experience across the full funnel, including marketing operations and post-sale motions.
• Strong analytical and modeling skills; comfortable building driver-based models from scratch and pressure-testing assumptions.
• SQL fluency required; Python a strong plus.
• Hands-on familiarity with ClickHouse, dbt, or a comparable modern analytics stack expected.
• Comfort building in a notebook environment, working with version-controlled analytical code, and shipping repeatable pipelines rather than one-off spreadsheets.
• Exposure to consumption-based or usage-based business models strongly preferred.
• Track record partnering effectively with Finance and translating between GTM and financial logic.
• Bachelor's degree in a quantitative field; MBA or equivalent post-graduate education preferred.

Compensation

• Typical starting salary (United States): $200,000 - $250,000 USD
• Typical starting salary (US Premium Markets — e.g., San Francisco Bay Area, New York City Metro): $230,000 - $300,000 USD

These ranges reflect the employer's good-faith estimate of the minimum and maximum pay for this role at the time of posting. Actual compensation may be higher or lower and depends on factors such as experience, qualifications, location, and business needs.

Perks

• Flexible work environment; globally distributed and remote-friendly.
• Employer contributions towards healthcare.
• Equity (stock options) for new hires.
• Flexible time off in the US and generous entitlement in other countries.
• $500 home office setup for remote employees.
• Company-wide global gatherings and offsites.

Equal Opportunity & Privacy

ClickHouse provides equal employment opportunities and prohibits discrimination. See the company's applicant privacy notice for details.