ClickHouse is a fast open-source column-oriented database management system that allows generating analytical data reports in real-time using SQL queries. Backed by Battery, Bessemer and Insight.
About the role
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.
What they're looking for
- 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. You have led at least one significant pricing or packaging change end-to-end: analysis, design, alignment, and rollout
- Owner-operator mindset. You treat commercial strategy and operations as a system you own end-to-end: you design it, you run it, you fix it when it breaks, and you measure it by what it produces, not by activity
- Product-owner instincts. You think about commercial work as infrastructure to design, not a queue to clear. You hire and build for leverage, not headcount
- Strong commercial analytics. Comfortable building pricing models, sensitivity analyses, and elasticity views from first principles. SQL fluency required
- Familiarity with the operational complexity of usage-based contracts: metering, commits, contract structure, overages, and the rev rec implications
More about this role
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.
GTM owner...
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