Partner Development Manager, Provider Ecosystem
About OpenRouter
OpenRouter is the unified interface for LLMs. We route billions of tokens every month, helping developers and enterprises access, manage, and optimize their AI use across 200+ models and providers — without worrying about lock-in, capacity constraints, downtime, or complex integrations.
Our provider ecosystem — the model labs, inference services, and hardware platforms behind the marketplace — is what makes that possible. New providers reach out constantly, and every conversation is a chance to add supply, diversity, and reliability to the platform.
About the Role
We’re hiring a Partner Development Manager to own the long tail of new and inbound provider conversations and turn them into live integrations. Right now, inbound interest (Twitter/LinkedIn pings, “what’s interesting, what are you providing?” intros) outpaces our capacity to action it. Your job is to be the person who “just goes and does things” — qualifying, scoping, and driving hands-on onboarding so no promising provider slips through the cracks.
This is a tactical, high-velocity, low-ego execution role and the fastest way to learn partnerships from the inside. You’ll talk to providers all day, get technical enough to unblock their integrations, and work across Product, Engineering, and Support to get them shipped.
What You’ll Do
Field and qualify inbound. Own the front door for new provider interest — respond to inbound across channels, run first conversations (“what are you providing, what’s interesting about it?”), and quickly separate high-signal opportunities from noise.
Source the long tail. Proactively find and reach out to emerging model developers, inference platforms, and GPU/accelerator providers to expand OpenRouter’s supply diversity.
Drive hands-on onboarding. Take qualified providers from first call to live integration — scoping, coordinating technical setup, checking metadata and pricing accuracy, and unblocking issues as they come up.
Be technical enough to move fast. Read API docs, troubleshoot integrations, and translate provider needs to our Engineering and Product teams without waiting on someone else.
Keep the pipeline moving. Track conversations, follow up relentlessly, and keep providers progressing so nothing stalls.
Partner cross-functionally. Work with Product, Engineering, and Support to launch providers, communicate changes, and improve the onboarding process as you learn what breaks.
About You
Plugged into the model ecosystem. You follow new models, labs, and inference providers closely and can hold a credible conversation with them from day one.
Technical enough to be dangerous. Comfortable reading API docs, poking at endpoints, and troubleshooting basic integration issues; you don’t need an engineer for every question.
Tactical and high-velocity. You default to action, move fast, follow up relentlessly, and take pride in shipping.
Low ego, high ownership. No task is beneath you. You’ll do whatever it takes to get a provider live and make them successful.
Early-career and eager to learn partnerships. You may not have years of formal partnerships experience — you want to build that muscle by doing.
Clear communicator. You write and talk crisply with both external partners and internal teams.
What We Offer
A front-row seat to the AI ecosystem and direct relationships with the model labs and providers shaping it.
A fast on-ramp into partnerships, with room to grow into more strategic or senior provider roles as we scale.
A collaborative, high-ownership environment where you own outcomes end to end.
Remote-first (US), competitive salary and equity, fully covered health/dental/vision, unlimited PTO, a WFH budget, and quarterly offsites.
If you don’t think you meet all of the criteria above but are still interested in the role, please apply. Nobody checks every box, and we’re looking for someone excited to dive in and build with us.
Channel Partnerships Director
About OpenRouter
OpenRouter is the open AI routing and infrastructure layer that enterprises use to access, manage, and optimize the best large language models across providers—without lock-in, capacity constraints, or unnecessary cost. We power some of the most advanced AI teams in the world by giving them the flexibility to move fast, scale confidently, and stay future-proof as models evolve.
As enterprise adoption of AI accelerates, OpenRouter sits at the center of how organizations operationalize LLMs across research, product, and production workloads.
About the Role
As a Channel Partnerships Director, you will build our indirect sales motion from the ground up. You'll develop and execute a global partnership strategy across cloud marketplaces, system integrators, distributors, and resellers to expand OpenRouter's reach and drive revenue through partner channels. Starting as an individual contributor, you'll own the entire partner ecosystem while establishing the frameworks needed to scale. As the program matures and grows, you'll recruit and lead a team to deepen partner coverage and accelerate growth.
What You'll Do
Define and execute OpenRouter's global indirect sales strategy across cloud marketplaces (AWS, GCP, Azure), system integrators, distributors, resellers, and technology partners
Establish OpenRouter's presence on major cloud marketplaces, optimize listings, enable co-sell motions with hyperscaler sales teams, and drive private offers and marketplace transactions
Identify, recruit, and onboard high-potential partners, including GSIs, regional system integrators, technology distributors, and AI solution providers
Work closely with partner sales teams and OpenRouter's Account Executives to identify opportunities, support deal cycles, and close partner-sourced business
Build and maintain executive-level relationships with strategic partners, define joint goals, lead Quarterly Business Reviews, and resolve conflicts
Build partner tiering models, incentive structures, deal registration processes, and conflict resolution frameworks
Partner with marketing to develop joint campaigns, webinars, case studies, events, and content that showcase partner solutions
What We're Looking For
7+ years of experience in channel partnerships, alliances, or partner development at a B2B SaaS or infrastructure company
Proven track record in building indirect sales programs from early stages
Experience hiring, developing, and managing partnerships teams across multiple channel types (marketplaces, system integrators, distributors, resellers)
Track record driving cloud marketplace revenue and working with hyperscaler partner teams (AWS, GCP, Azure)
History of achieving significant partner revenue targets (30%+ of company revenue through indirect channels)
Executive presence with the ability to build relationships at the C-level and manage QBRs
Nice To Haves
Background in AI/ML, developer tools, or API infrastructure partnerships
Existing relationships with enterprise GSIs (Accenture, Deloitte, Capgemini) and hyperscaler partner organizations
Technical fluency to discuss API integrations and joint technical architectures
Has been a first partnership hire for a startup
If you don't think you meet all of the criteria below but still are interested in the job, please apply. Nobody checks every box, and we're looking for someone who is excited to join the team.
Business Development Director
About OpenRouter
OpenRouter is the open AI routing and infrastructure layer that enterprises use to access, manage, and optimize the best large language models across providers—without lock-in, capacity constraints, or unnecessary cost. We power some of the most advanced AI teams in the world by giving them the flexibility to move fast, scale confidently, and stay future-proof as models evolve.
As enterprise adoption of AI accelerates, OpenRouter sits at the center of how organizations operationalize LLMs across research, product, and production workloads.
About the Role
As Business Development Director, you'll lead the development and execution of OpenRouter's comprehensive partner strategy to accelerate AI adoption and revenue growth. You'll build and scale a vibrant partner ecosystem that includes product, distribution and ISV partnerships aimed at growing our user base and revenue.
You'll be the first partnerships hire, responsible for creating our partnerships strategy, managing relationships with our most strategic partners, and setting partner-influenced revenue targets. You'll work cross-functionally with product, engineering, sales, and marketing to position OpenRouter as the platform of choice for AI-native applications.
What You'll Do
Build strategic platform and product partnerships with complementary AI/ML companies to drive technical integrations, expand distribution, and accelerate mutual customer adoption.
Track partner contributions to customer acquisition, product usage, and expansion across the full partnership lifecycle to drive partnership revenue and growth targets.
Analyze the AI/ML ecosystem to identify priority partners, competitive dynamics, and emerging opportunities while maintaining expertise in AI infrastructure and partnership trends.
Navigate multi-sided platform dynamics by coordinating across internal teams, technology partners, and customers to structure agreements that create mutual value.
Negotiate complex partnership agreements, including technical integrations, data privacy terms, GTM commitments, and commercial structure, while building scalable onboarding frameworks.
Collaborate cross-functionally with Product, Engineering, Sales, Marketing, and Legal to prioritize partner integrations, develop co-marketing initiatives, and balance partner needs with product strategy.
What We're Looking For
8+ years in partnerships, business development, or strategic alliances, with at least 3-5 years in a leadership role building partnership programs from scratch.
Experience managing strategic partnerships with leading technology providers (e.g., AI model providers, API platforms, SaaS companies), including developing technical integrations, API distribution strategies, and product-led growth (PLG) or sales-led growth (SLG) initiatives.
Proven track record scaling consumption-based or usage-based partnership models (API platforms, developer tools, infrastructure) with measurable impact on product adoption and revenue ($10M+ in influenced consumption/revenue).
Strong commercial and legal acumen with experience negotiating complex agreements involving data governance, SLAs, consumption economics, and technical integration commitments.
Technical background or deep fluency with API platforms, developer tooling, and cloud infrastructure—able to engage credibly with engineering teams on integration architecture, authentication patterns, and data flows.
Strategic thinker who can balance long-term ecosystem building with short-term execution, comfortable with ambiguity and building from zero to one.
If you don't think you meet all of the criteria below but still are interested in the job, please apply. Nobody checks every box, and we're looking for someone who is excited to join the team.
Enterprise Account Executive
About OpenRouter
OpenRouter is the open AI routing and infrastructure layer that enterprises use to access, manage, and optimize the best large language models across providers—without lock-in, capacity constraints, or unnecessary cost. We power some of the most advanced AI teams in the world by giving them the flexibility to move fast, scale confidently, and stay future-proof as models evolve.
As enterprise adoption of AI accelerates, OpenRouter sits at the center of how organizations operationalize LLMs across research, product, and production workloads.
About the Role
We’re looking for a seasoned Enterprise Account Executive to own and expand relationships with OpenRouter’s largest and most complex customers. This is a high-impact role focused on multi-stakeholder enterprise deals, long sales cycles, and strategic AI infrastructure conversations with technical, financial, and executive decision-makers.
You will be responsible for leveraging early enterprise traction to build long-term, high-value partnerships.
What You’ll Do
Prospect and Generate Leads: Identify and target enterprise-level prospects in industries such as tech, finance, healthcare, and e-commerce. Leverage tools like LinkedIn, CRM systems (e.g., Salesforce), and industry events to build a robust pipeline
Build Strategic Relationships: Engage with C-level executives, CTOs, and AI decision-makers to understand their pain points and tailor OpenRouter solutions to meet their needs.
Drive Sales Cycles: Manage the full sales process from initial outreach to contract negotiation and closing, including demos, proposals, and ROI analyses.
Collaborate Cross-Functionally: Work closely with product, engineering, and customer success teams to ensure seamless implementation and customer satisfaction post-sale.
Achieve Targets: Meet or exceed quarterly and annual revenue quotas, with a focus on multi-year contracts and upsell opportunities.
Market Intelligence: Stay abreast of AI trends, competitive landscapes, and regulatory changes to inform sales strategies and provide feedback to the product team.
Travel: Attend industry conferences, client meetings, and networking events (up to 30% travel required).
What We’re Looking For
7+ years of B2B SaaS or platform sales experience, with a strong focus on enterprise accounts
Proven track record closing six- and seven-figure enterprise deals
Experience selling technical or infrastructure products (AI/ML platforms, developer tools, cloud, data, or APIs preferred)
Ability to sell to both technical buyers and executive decision-makers
Comfort operating in ambiguity and helping customers define new categories or use cases
Strong business acumen around pricing, contracts, and enterprise buying processes
Highly self-directed, collaborative, and outcomes-oriented
Nice to Haves
Experience selling AI, ML, or developer-first products
Familiarity with LLM ecosystems (OpenAI, Anthropic, Google, open-source models)
Experience working with global or multi-region enterprise customers
Prior startup or high-growth company experience
Why OpenRouter
Work at the center of the AI infrastructure stack as enterprises define how they adopt LLMs
Sell a product with clear, tangible ROI: cost efficiency, scalability, flexibility, and innovation velocity
High ownership and visibility with direct impact on company growth
Competitive compensation, including base salary, commission, and equity
Fully remote team with a strong culture of autonomy and trust
If you don't think you meet all of the criteria below but still are interested in the job, please apply. Nobody checks every box, and we're looking for someone who is excited to join the team.
Business Development Representative
About OpenRouter
OpenRouter is the open AI routing and infrastructure layer that enterprises use to access, manage, and optimize the best large language models across providers—without lock-in, capacity constraints, or unnecessary cost. We power some of the most advanced AI teams in the world by giving them the flexibility to move fast, scale confidently, and stay future-proof as models evolve.
As enterprise adoption of AI accelerates, OpenRouter sits at the center of how organizations operationalize LLMs across research, product, and production workloads.
About the Role
We're looking for a Business Development Representative to generate outbound pipeline for our Enterprise Account Executives. You'll prospect into target accounts through cold calling, email, and social outreach to generate net-new pipeline for Account Executives. This role is perfect for someone who wants to become an AI/LLM technology expert, build an outbound motion from the ground up, and grow into a closing role at a fast-moving startup.
What You'll Do
Prospect into target accounts through cold calling, email, and social outreach to generate net-new pipeline for Account Executives
Own follow-up on event leads, conference attendees, and marketing-sourced signals — turning interest into qualified meetings
Qualify outbound-sourced leads based on fit criteria and route high-potential opportunities to Account Executives with thorough context
Educate prospects on how OpenRouter helps them optimize LLM costs, improve performance, and access the best models for their needs
Maintain meticulous CRM hygiene with detailed notes on prospect needs, objections, timeline, and opportunity size
Collaborate with Account Executives to refine target account lists, messaging, and lead handoff quality
Partner with Marketing on event strategy, campaign feedback, and outbound messaging effectiveness
Meet or exceed monthly quotas for qualified opportunities created and meetings scheduled
What We're Looking For
2+ years of experience in a BDR, SDR, or inside sales role at a B2B SaaS company
Track record of consistently hitting or exceeding quota in a metrics-driven environment
Strong discovery skills—you ask thoughtful questions, listen actively, and uncover real business needs
Ability to quickly learn technical products and explain them clearly to both technical and non-technical audiences
Excellent written and verbal communication with the ability to craft compelling, personalized outreach
Experience with CRM systems and comfort working in sales tools
Nice to Haves
Being the first BDR hire at a startup or fast-growing company
Experience at an API-first, AI infrastructure company or technically similar
Experience with prompt engineering and LLM evaluation
If you don't think you meet all of the criteria below but still are interested in the job, please apply. Nobody checks every box, and we're looking for someone who is excited to join the team.
Account Executive
The full posting opens here — pay, setting and the full description, without leaving the list.