Director, Commercial Strategy & Operations

ClickHouse
United States
Full timeFunction: Strategy & Corporate DevelopmentExperience: 10+ yearsSkills: ["Cross-functional collaboration","Judgment","Communication","Program ownership","Owner-operator mindset"]

Lead the commercial function inside Revenue Operations for a usage-based pricing model. Own the end-to-end GTM commercial surface—pricing strategy and packaging, discount governance and approval logic, commercial review automation/exception handling, and marketplace operations across AWS, GCP, and Azure. Build Q2C/CPQ automation, drive commercial readiness for new products, partner cross-functionally with Product/Finance/Legal/Revenue Engineering, and hire and develop the team.

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FursaFursa
ClickHouse
ClickHouse
2 months ago

Director, Commercial Strategy & Operations

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Last checked: 5 hours agoStatus: Live

Job Summary

Lead the commercial function inside Revenue Operations for a usage-based pricing model. Own the end-to-end GTM commercial surface—pricing strategy and packaging, discount governance and approval logic, commercial review automation/exception handling, and marketplace operations across AWS, GCP, and Azure. Build Q2C/CPQ automation, drive commercial readiness for new products, partner cross-functionally with Product/Finance/Legal/Revenue Engineering, and hire and develop the team.
Location: United States
Employment Type: Full time
Job Function: Strategy & Corporate Development
Seniority: Director level

Key Responsibilities

  • •Own GTM pricing strategy and packaging: set the pricing model and architecture with Product and Finance, run pricing analysis, and lead reviews and changes through rollout.
  • •Design and operationalize commercial architecture including pricing operationalization, discount governance, approval logic, and deal structuring/closure rules and guardrails.
  • •Design and operate the commercial review function with rules, approval logic, automated controls, and exception review for non-standard deal flow.
  • •Build Q2C and CPQ automation; drive the commercial platform roadmap with Revenue Engineering.
  • •Own marketplace operations across AWS, GCP, and Azure, including CSP transactions, private offers, co-sell motions, and revenue mechanics; ensure commercial readiness for new product launches and manage the cross-functional go-live path.

Pay and Benefits

Perks:Health InsuranceEquityRemote WorkHome OfficePaid Leave

Key Requirements

  • •10+ years in pricing strategy, commercial operations, revenue strategy, or product-led growth strategy, with at least 5 years managing a team.
  • •Direct experience setting and operationalizing pricing for usage-based/consumption-based businesses, including leading a significant pricing or packaging change end-to-end.
  • •End-to-end Q2C experience, owning quote-to-cash flow from commercial requirements through testing and launch across requirements, quoting/approval design, UAT, and go-live.
  • •Hands-on owner-operator approach to designing, running, and improving the commercial system end-to-end with measurable outcomes.
  • •SQL fluency and strong commercial analytics, comfortable building pricing models, sensitivity analyses, and elasticity views; familiarity with usage-based contract operational complexity.
Experience:10+ years
Education:
Skills:Cross-functional collaborationJudgmentCommunicationProgram ownershipOwner-operator mindset
Tech Stack:SQLSalesforce CPQQ2CCPQAWSGCPAzureUATSalesforce

Company Brief

ClickHouse
Develops ClickHouse, a high-performance open-source columnar database for real-time analytics, enabling fast querying and processing of large volumes of data for analytics, monitoring, and business intelligence workloads.
Industry: Data Infrastructure
Headquarters: Menlo Park, United States
Founded: 2016
WebsiteLinkedIn