Director, Commercial Strategy & Operations

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.

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