Director, Commercial Strategy & Operations

Role Description

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.

• 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.
• 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.
• Hire and develop the Commercial Strategy & Operations team.
• Partner with Product and Finance on pricing and packaging changes.

Qualifications

• 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.
• End-to-end Q2C experience.
• Owner-operator mindset.
• Product-owner instincts.
• Strong commercial analytics.
• Familiarity with the operational complexity of usage-based contracts.
• Marketplace fluency.
• Strong working knowledge of Salesforce CPQ.
• Ability to partner with Legal and Finance on contract structure and revenue recognition implications.
• Excellent judgment on commercial tradeoffs.
• Strong written and verbal communication.
• Bachelor's degree in a quantitative field, MBA or equivalent experience preferred.

Requirements

• Comfortable building pricing models, sensitivity analyses, and elasticity views from first principles.
• SQL fluency required.
• Hands-on experience with AWS, GCP, or Azure marketplace operations is strongly preferred.
• Comfort designing rules, approval logic, and automated controls, not just configuring tools.

Benefits

• Flexible work environment - ClickHouse is a globally distributed company and remote-friendly.
• 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.
• Culture - You will be instrumental in shaping our culture.