Director, Commercial Strategy & Operations

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, o…