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Director, Commercial Strategy & Operations

ClickHouse

United States Posted 30+ days ago
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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 4,000 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. The company’s sustained, accelerating momentum was recently validated by a $400M Series D financing round. Over the past three months, customers including Capital One, Lovable, Decagon, Polymarket, and Airwallex have adopted the platform or expanded existing deployments. These customers join an established base of AI innovators and global brands such as Meta, Cursor, Sony, and Tesla. We’re on a mission to transform how companies use data. Come be a part of our journey! We are looking for a Director of Commercial Strategy & Operations to lead the commercial function inside Revenue Operations. ClickHouse runs on a usage-based pricing model, which makes pricing strategy and commercial system design foundational: the pricing model, packaging, rules, guardrails, discount governance, approval workflows, and marketplace mechanics have to be designed early and built into the system, not retrofit later. The same discipline applies to new products: the commercial infrastructure that makes them sellable has to be built before they ship. Reporting to the VP, Revenue Operations, you will own the commercial surface of the GTM system end-to-end: the pricing strategy, the 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. WHAT YOU'LL BE DOING * GTM owner for 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 WHAT YOU BRING ALONG * 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. You can hold a cross-functional program to a launch date across Product, Finance, Legal, and Engineering, and you measure readiness by whether the flow works end-to-end, not by whether the pieces exist. * Owner-operator mindset. You treat commercial strategy and operations as a system you own end-to-end: you design it, you run it, you fix it when it breaks, and you measure it by what it produces, not by activity. * Product-owner instincts. You think about commercial work as infrastructure to design, not a queue to clear. You hire and build for leverage, not headcount. * 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. Comfortable saying no when the deal structure breaks the system, and comfortable advocating for the field when the case is sound. * 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. 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 COMPENSATION For roles based in the United States, the typical starting salary range for this position is listed above. In certain locations, such as the San Francisco Bay Area and the New York City Metro Area, a premium market range may apply, as listed. 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. An individual’s placement within the range will depend on various factors, including (but not limited to) education, qualifications, certifications, experience, skills, location, performance, and the needs of the business or organization. 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 – We believe in the power of in-person connection and offer opportunities to engage with colleagues at company-wide offsites. Culture - We All Shape It As part of a rapidly scaling start up, you will be instrumental in shaping our culture.  Are you interested in finding out more about our culture?  Learn more about our values here.  Check out our blog posts or follow us on LinkedIn to find out more about what’s happening at ClickHouse. Equal Opportunity & Privacy  ClickHouse 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.  Please see here for our Privacy Statement.

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