Director, Commercial Strategy & Operations (SaaS)

TL;DR

Director, Commercial Strategy & Operations (SaaS): Leading the commercial function within Revenue Operations to design and optimize usage-based pricing models and commercial infrastructure with an accent on pricing strategy and commercial system design. Focus on scaling GTM systems, automating quote-to-cash (Q2C) flows, and managing marketplace operations across major cloud providers.

Location: Must be based in the United States (Remote-friendly)

Salary: $225,000 - $300,000 USD

Company

ClickHouse is a fast-growing cloud company specializing in real-time analytics, data warehousing, and AI workloads.

What you will do

• Own pricing strategy and packaging architecture in partnership with Product and Finance.
• Design and operate commercial architecture, including discount governance and approval logic.
• Build and automate Q2C and CPQ processes to scale deal flow and drive the platform roadmap.
• Manage marketplace operations for AWS, GCP, and Azure, including private offers and co-sell motions.
• Ensure commercial readiness for new product launches by defining requirements and testing end-to-end flows.
• Lead, hire, and develop the Commercial Strategy & Operations team.

Requirements

• 10+ years in pricing strategy, commercial operations, or revenue strategy, with 5+ years managing a team.
• Proven experience operationalizing pricing for usage-based or consumption-based businesses.
• Deep end-to-end Q2C experience and proficiency in Salesforce CPQ.
• SQL fluency for building pricing models and sensitivity analyses.
• Strong understanding of metering, commits, and revenue recognition implications.
• Must be based in the United States.

Culture & Benefits

• Remote-friendly, globally distributed work environment.
• Employer contributions toward healthcare.
• Equity in the company through stock options.
• Flexible time off in the US and generous entitlement in other countries.
• $500 budget for home office setup for remote employees.
• Global Gatherings for in-person connection and team offsites.