Director, Revenue Operations - Strategy & Planning

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 3,000 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 to lead the planning discipline across the GTM funnel. This is a senior leadership role on the Revenue Operations team, with broad scope spanning GTM architecture, territory design, pipeline modeling, capacity and quota planning, comp design, conversion and retention analysis, and controllership. Reporting to the VP, Revenue Operations, you will partner closely with the CRO, the CFO, and the VP of Product & Marketing. You will lead the Strategy & Planning team and serve as the connective tissue between Marketing, Sales, Solutions Architecture, Partner, and Finance. This is one of the highest-leverage seats in the GTM organization. What You'll Be Doing Own GTM architecture: markets, segments, roles, coverage model, and the planning logic that turns business strategy into a deployable revenue system. Lead annual planning end-to-end: capacity modeling, territory design, quota allocation, and the headcount and expense plan that funds it. Design the operating cadence with sales leadership: forecast roll-ups, pipeline reviews, QBR and MBR support, and the analytical work that drives decisions inside those forums. Partner with FP&A on controllership: headcount and expense management, comp plan modeling, forecast accuracy, and variance analysis. Build the experimentation and measurement frameworks that turn GTM system outputs into the next version of the system: what is working, what is not, and what to change. Hire and develop the Strategy & Planning team. Design the infrastructure that lets a small team deliver compounding leverage to the GTM organization as it scales. What You Bring Along 10+ years in revenue operations, sales strategy, GTM finance, or strategy consulting, with at least five years leading a team. Owner-operator mindset. You treat the planning function as a system you own end-to-end: you build it, you run it, you fix it when it breaks, and you measure it by what it produces, not by activity. Credible partner and challenger to field leadership. You bring data, a point of view, and the willingness to disagree well. You earn trust by being right, not by being agreeable, and you advocate for the field to the rest of the business when the case is sound. Deep fluency with the planning toolkit: capacity models, territory design, quota allocation, comp modeling, and forecast methodology. Experience working across the full funnel, including marketing operations and post-sale motions, not just sales. Strong analytical and modeling skills. Comfortable building driver-based models from scratch and pressure-testing assumptions. SQL fluency required; Python a strong plus. Hands-on familiarity with ClickHouse, dbt, or a comparable modern analytics stack expected. Comfort building in a notebook environment, working with version-controlled analytical code, and shipping repeatable pipelines rather than one-off spreadsheets. Exposure to consumption-based or usage-based business models is strongly preferred. Track record of partnering effectively with Finance and translating between GTM and financial logic. Excellent written and verbal communication. Comfortable presenting to executives. Bachelor's degree in a quantitative field, MBA or equivalent post-graduate education preferred. The typical starting salary for this role in the US is $200,000—$250,000 USD The typical starting salary for this role in US Premium Markets is $230,000—$300,000 USD Compensation For roles based in the United States, the typical starting salary range for this position is listed above. In certain locations, such as the San Francisco Bay Area and the New York City Metro Area, a premium market range may apply, as listed. These salary ranges reflect what we reasonably and in good faith believe to be the minimum and maximum pay for this role at the time of posting. The actual compensation may be higher or lower than the amounts listed, and the ranges may be subject to future adjustments. An individual’s placement within the range will depend on various factors, including (but not limited to) education, qualifications, certifications, experience, skills, location, performance, and the needs of the business or organization. If you have any questions or comments about compensation as a candidate, please get in touch with us at paytransparency@clickhouse.com. Perks Flexible work environment - ClickHouse is a globally distributed company and remote-friendly. We currently operate in over 20 countries. Healthcare - Employer contributions towards your healthcare. Equity in the company - Every new team member who joins our company receives stock options. Time off - Flexible time off in the US, generous entitlement in other countries. A $500 Home office setup if you’re a remote employee. Global Gatherings – We believe in the power of in-person connection and offer opportunities to engage with colleagues at company-wide offsites. Culture - We All Shape It As part of a rapidly scaling start up, you will be instrumental in shaping our culture. Are you interested in finding out more about our culture? Learn more about our values here. Check out our blog posts or follow us on LinkedIn to find out more about what’s happening at ClickHouse. Equal Opportunity & Privacy ClickHouse provides equal employment opportunities to all employees and applicants and prohibits discrimination and harassment of any type based on factors such as race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Please see here for our Privacy Statement.