Manager, Commercial Operations

Overview

Manager of Commercial Operations to build and run the transactional engine of the commercial function inside Revenue Operations, owning the quote-to-order path, order management, and the systems, automation and controls behind them, including marketplace transaction operations across AWS, GCP and Azure.

What you'll do

• Run intake, review and processing of quotes, order forms and bookings to defined SLAs through quarter-end peaks, and continuously engineer out manual steps.
• Design the quote-to-order flow: instrument the process, find where it slows or breaks, and own the flow architecture, exception routing and hands-off automation for the standard case.
• Own the quoting and order management system build: write requirements, design quoting, validation and approval logic, drive the roadmap with Revenue Engineering, run UAT, and validate every change in production before the field sees it.
• Own the handoff into billing and revenue with Accounting, so outputs arrive structured, complete and reconcilable, and build upstream controls that prevent downstream rework.
• Build quality in as controls: validation rules, guided quoting, required-field logic and automated reconciliation that make an incorrect order hard to submit.
• Own the field experience of transacting: fewer steps, fewer handoffs, shorter quote cycle time, and a standard self-service path; measure whether it is getting easier.
• Build and run marketplace transaction operations across AWS, GCP and Azure, including private offers, CSP transactions, co-sell mechanics, and tooling and automated reconciliation across the marketplace, Salesforce and billing.
• Operationalize commercial review by encoding approval rules and guardrails so routine deals route themselves, and escalate structures that break the system.
• Build the transaction path for new products and acquisitions: stand up order management, quoting and the marketplace path, and test through to booking before go-live.
• Own the integrity of the commercial record: products, SKUs, pricing, contract terms and booking attributes in Salesforce, with controls and monitoring.
• Instrument and report on the system you own, including cycle time, touch count, SLA attainment, exception and discount volumes, and error and rework rates.

What you'll need

• 6+ years in commercial operations, deal desk, order management, sales operations, or revenue operations, including time owning a high-volume transactional process.
• A track record of building, not just running: replaced a manual process with a designed one and can point to the automation, controls and measured result.
• Hands-on depth in Salesforce and Salesforce CPQ: writes requirements, designs quoting and approval logic, configures and tests it, and can tell a configuration problem from a process problem.
• Technical range beyond the admin console: flows and validation logic, API-based and marketplace integrations, and scripting or SQL to reconcile and investigate data at volume; can partner with Revenue Engineering as a peer on design.
• Experience with usage-based or consumption-based contracts: metering, commits, overages, contract structure, and downstream billing and revenue recognition implications.
• Experience operating across a shared quote-to-cash process, knowing where order management ends and Accounting begins, and designing the handoff so neither side cleans up after the other.
• Process-engineering instincts: instrument before optimizing, design for the standard case and route the exception, and measure by throughput and error rate rather than activity.
• Comfort partnering with Accounting, Finance and Legal on order form and contract mechanics.
• Sound judgment under deal pressure: can hold the line on a structure that breaks the system and advocate for the field when an exception is justified.
• Clear written and verbal communication: can explain a commercial rule to a rep in one paragraph and brief leadership on quarter-end risk.
• Bachelor's degree, quantitative or technical field preferred.

Nice to have

• Marketplace operations experience with AWS, GCP or Azure, including private offers, CSP transactions and reconciliation.
• Experience making a transactional process materially faster or simpler for a sales team, and describing how you knew it worked.
• Experience managing or mentoring analysts.

Details

• Reports to the Director, Commercial Strategy & Operations.
• Location: United States.
• Remote-friendly; ClickHouse operates in over 25 countries.