Manager, Commercial Operations

ClickHouse • San Francisco, CA

16h • Remote

About The Position

The Manager, Commercial Operations will build and run the transactional engine of ClickHouse’s commercial function within Revenue Operations. The role owns the quote-to-order path and order management, including the systems, automation, and controls that support accurate quoting, ordering, and booking for direct, marketplace, and partner deals. The position is intended to help the commercial process handle more volume, products, and deal structures without requiring additional manual intervention.

Reporting to the Director, Commercial Strategy & Operations, this role owns requirements and development for CPQ and quoting systems, workflow automation, validation and controls, and marketplace transaction operations across AWS, GCP, and Azure. The goal is to make standard transactions self-service for the field, enforce quality through systems, and reserve human review for cases requiring judgment. Success is measured by transaction speed and accuracy, the amount of intervention required, and the experience for sales representatives.

The role partners closely with Sales, Accounting, Finance, Legal, and Revenue Engineering. It is expected to grow a team as transaction volume scales.

Requirements

• At least 6 years of experience in commercial operations, deal desk, order management, sales operations, or revenue operations, including ownership of a high-volume transactional process.
• Demonstrated experience replacing a manual process with a designed process, including automation, controls, and measurable results.
• Hands-on expertise with Salesforce and Salesforce CPQ, including writing requirements, designing quoting and approval logic, configuring and testing systems, and distinguishing configuration issues from process issues.
• Technical experience beyond the administration console, including flows and validation logic, API-based and marketplace integrations, and scripting or SQL for reconciliation and high-volume data investigation.
• Ability to partner with Revenue Engineering as a peer on technical design.
• Experience with usage-based or consumption-based contracts, including metering, commits, overages, contract structure, and implications for billing and revenue recognition.
• Experience operating across a shared quote-to-cash process and designing effective handoffs between order management and Accounting.
• Process-engineering approach: instrument processes before optimizing, design for standard cases while routing exceptions, and measure throughput and error rates.
• Experience improving a transactional process for a sales team and explaining how the improvement was measured.
• Comfort partnering with Accounting, Finance, and Legal on order-form and contract mechanics.
• Sound judgment under deal pressure, including the ability to uphold system requirements while advocating for justified exceptions.
• Clear written and verbal communication, including communicating commercial rules to sales representatives and briefing leadership on quarter-end risks.
• Bachelor’s degree; a quantitative or technical field is preferred.

Nice To Haves

• Marketplace operations experience with AWS, GCP, or Azure, including private offers, CSP transactions, and reconciliation, is strongly preferred.
• Experience managing or mentoring analysts.

Responsibilities

• Own order management, including intake, review, and processing of quotes, order forms, and bookings to defined SLAs, and continuously automate manual steps.
• Design and instrument the quote-to-order process; identify bottlenecks and failures; and own workflow architecture, exception routing, and automation.
• Define requirements and design quoting, validation, and approval logic for quoting and order management systems; drive the roadmap with Revenue Engineering; conduct UAT; and validate changes in production before release to the field.
• Partner with Accounting to ensure transactions are structured, complete, and reconcilable when handed off for billing and revenue recognition, and build upstream controls to prevent downstream rework.
• Build quality controls such as validation rules, guided quoting, required-field logic, and automated reconciliation.
• Improve the field’s transaction experience by reducing steps and handoffs, shortening quote cycle time, and making standard transactions self-service; measure the results.
• Build and operate marketplace transaction processes across AWS, GCP, and Azure, including private offers, CSP transactions, co-sell mechanics, tooling, and automated reconciliation across marketplaces, Salesforce, and billing.
• Encode commercial approval rules and guardrails in systems so routine deals route automatically, and escalate deal structures that do not fit the system.
• Establish order management, quoting, and marketplace processes for new products and acquisitions; test end-to-end booking flows before go-live and enable transactions on day one.
• Maintain the integrity of Salesforce commercial records, including products, SKUs, pricing, contract terms, and booking attributes, with controls and monitoring.
• Track and report on cycle time, touch count, SLA attainment, exception and discount volumes, and error and rework rates; use the data to prioritize improvements.
• Grow a team as transaction volume scales; managing or mentoring analysts is noted as a plus.

Benefits

• Employer contributions toward healthcare.
• Stock options for every new team member.
• Flexible time off in the United States and generous time-off entitlement in other countries.
• USD $500 home-office setup benefit for remote employees.
• Opportunities to engage with colleagues at company-wide offsites.
• Flexible work environment at a remote-friendly, globally distributed company.

What This Job Offers

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