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Director, Commercial Strategy & Operations

ClickHouse· Operations
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Remote$225k - $275kFull-timePosted 3mo ago

About the role

Director responsible for the commercial surface of ClickHouse's GTM system, overseeing pricing strategy, packaging, governance, CPQ/Q2C automation, marketplace operations, and readiness for new products. Partners with Product, Finance, Legal, and the CRO to design and operate a usage-based commercial infrastructure that scales with the business.

Responsibilities

  • GTM owner for pricing strategy and packaging. Set pricing model and packaging architecture; run pricing analysis, model commercial impact, and lead pricing reviews and rollout.
  • Own commercial architecture: pricing operationalization, discount governance, approval logic, and deal-structuring rules and guardrails.
  • Design and operate the commercial review function: rules, approval logic, automated controls, exception review for non-standard deals; partner with Sales and Finance on special cases.
  • 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, and partner-sourced revenue mechanics.
  • Own commercial readiness for new product introductions: pricing/packaging, quoting logic, discount/approval rules, and go-live controls; program-manage cross-functional launch across Product, Finance, Legal, and Revenue Engineering.
  • Hire and develop the Commercial Strategy & Operations team; design systems and review logic to scale deal flow.
  • Partner with Product and Finance on pricing and packaging changes; lead analysis, design rollout, system instrumentation, and result measurement.

Qualifications

  • 10+ years in pricing strategy, commercial operations, revenue strategy, or product-led growth; at least 5 years in leadership roles.
  • Direct experience setting and operationalizing pricing for a usage-based/consumption-based business; led end-to-end pricing/packaging changes.
  • End-to-end Q2C experience: quote-to-cash ownership for a new product or major SKU, cross-functional launch across Product, Finance, Legal, and Engineering.
  • Owner-operator mindset with end-to-end ownership of commercial systems.
  • Product-owner instincts with focus on leverage and infrastructure rather than headcount.
  • Strong commercial analytics; SQL fluency; experience building pricing models and elasticity analyses.
  • Familiarity with usage-based contracts (metering, commits, overages, rev rec).
  • Marketplace fluency; hands-on experience with AWS, GCP, or Azure marketplace operations (preferred).
  • Strong working knowledge of Salesforce CPQ; ability to design rules, approval logic, and automated controls.
  • Ability to collaborate with Legal and Finance on contract structure and revenue recognition.
  • Excellent judgment in commercial tradeoffs; strong written and verbal communication; ability to present to executives and engage with senior stakeholders.
  • Bachelor's degree in a quantitative field; MBA or equivalent experience preferred.

Skills

Required:Pricing strategy

Benefits

  • Flexible work environment – remote-friendly with global distribution.
  • Healthcare – employer contributions toward healthcare.
  • Equity in the company – stock options for new team members.
  • Time off – flexible time off in the US; generous entitlements elsewhere.
  • A $500 home office setup for remote employees.
  • Global gatherings – opportunities for company-wide offsites.
Last updated Aug 12, 2026. Interested? Apply on the company site.
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About ClickHouse

Fast Open-Source OLAP DBMS - ClickHouse

ClickHouse is a fast open-source column-oriented database management system that allows generating analytical data reports in real-time using SQL queries

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