Director, Commercial Strategy & Operations

ClickHouse

22h • $225,000 - $300,000 • Remote

About The Position

ClickHouse is seeking a Director of Commercial Strategy & Operations to lead the commercial function within Revenue Operations. This role is crucial due to ClickHouse's usage-based pricing model, requiring a strong foundation in pricing strategy, commercial system design, packaging, rules, guardrails, discount governance, approval workflows, and marketplace mechanics. The Director will own the end-to-end commercial surface of the GTM system, including pricing strategy, packaging, and the rules and automation governing deal structuring, approval, and closing. They will also be responsible for commercial readiness for new products. The team encompasses pricing strategy, commercial governance, marketplace operations, new product commercialization, and commercial systems design. This role requires close collaboration with Product, Finance, Legal, and the CRO.

Requirements

• 10+ years in pricing strategy, commercial operations, revenue strategy, or product-led growth strategy.
• At least five years managing a team.
• Direct experience setting and operationalizing pricing for a usage-based or consumption-based business.
• Experience leading at least one significant pricing or packaging change end-to-end (analysis, design, alignment, and rollout).
• End-to-end Q2C experience, owning the quote-to-cash flow for a new product or major SKU from commercial requirements through testing and launch.
• Ability to hold a cross-functional program to a launch date across Product, Finance, Legal, and Engineering.
• Owner-operator mindset, treating commercial strategy and operations as a system to design, run, and fix.
• Product-owner instincts, viewing commercial work as infrastructure to design.
• Strong commercial analytics skills, 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, rev rec implications).
• Strong working knowledge of Salesforce CPQ, including designing rules, approval logic, and automated controls.
• Ability to partner with Legal and Finance on contract structure and revenue recognition implications.
• Excellent judgment on commercial tradeoffs, comfortable saying no when necessary and advocating for the field when sound.
• Strong written and verbal communication skills, comfortable presenting to executives and engaging with senior customer stakeholders.
• Bachelor's degree in a quantitative field.

Nice To Haves

• MBA or equivalent experience.
• Hands-on experience with AWS, GCP, or Azure marketplace operations is strongly preferred.

Responsibilities

• Own pricing strategy and packaging, including setting 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 changes from analysis through rollout.
• Own commercial architecture, including pricing operationalization, discount governance, approval logic, and the rules and guardrails for deal structuring and closing.
• Design and operate the commercial review function, including rules, approval logic, automated controls, and exception review processes.
• Partner with Sales and Finance on non-standard cases requiring human judgment.
• Build out Q2C and CPQ automation, driving the platform roadmap with Revenue Engineering.
• Own marketplace operations across AWS, GCP, and Azure, including CSP transactions, private offers, co-sell motions, and operational mechanics for partner-sourced and partner-influenced revenue.
• Own commercial readiness for new product introduction, building the necessary commercial infrastructure before product shipment.
• Program-manage the cross-functional path to launch for new products, defining commercial requirements, driving build, testing, and ensuring go-live readiness.
• Hire and develop the Commercial Strategy & Operations team, designing systems and review logic for scalable deal flow governance.
• Partner with Product and Finance on pricing and packaging changes, leading analysis, designing operational rollout, instrumenting the system, and measuring results.

Benefits

• Employer contributions towards healthcare.
• Stock options for every new team member.
• Flexible time off in the US.
• Generous time off entitlement in other countries.
• A $500 Home office setup for remote employees.
• Opportunities to engage with colleagues at company-wide offsites (Global Gatherings).

What This Job Offers

• Job Type: Full-time
• Career Level: Director