Director, Revenue Operations
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.
Program Manager, Provider Partnerships
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.
Director, Growth Marketing
Applied AI Engineer
Research Scientist
Product Manager, Enterprise
Technical Recruiter
About OpenRouter
OpenRouter is the AI routing and infrastructure layer that AI builders, AI-native startups, and enterprises use to access, manage, and optimize their AI usage through a unified API, billing interface, and analytics platform. We route billions of tokens every month and sit at the center of how organizations operationalize LLMs across research, product, and production workloads.
We are a small team that punches above its weight. Every person here has direct impact on the product and our users.
The Role
As an early team member, you will work with cross-functional partners to help lay the foundational groundwork for technical hiring in this location. This is a full-cycle recruiting role, where you'll manage the entire recruitment process; from building pipelines to closing offers.
What You'll Do
Partner closely with technical leadership to deeply understand hiring needs while providing strategic guidance on recruiting best practices
Build and nurture a strong pipeline of technical talent to support both current hiring and future growth
Advise hiring managers on market dynamics, compensation insights, and effective talent acquisition strategies
Identify opportunities to streamline recruiting workflows and enhance operational efficiency across the hiring process
Ensure data integrity and accuracy within our Applicant Tracking System (Ashby), maintaining a high standard of system hygiene
Mentor and support other team members to elevate overall recruiting performance and execution
Lead strategic sourcing initiatives to engage top-tier, passive candidates across various technical disciplines
Collaborate cross-functionally within the company to align recruiting efforts with broader organizational goals
What We're Looking For
7+ years of full-cycle technical recruiting experience at a fast-paced environment
Proven track record building strong technical teams in a high growth company
Can develop relationships with hiring partners and become a trusted advisor
Knows how to effectively communicate with candidates and be able to efficiently and systematically manage their individual processes
You possess low ego and are willing to roll up your sleeves to accomplish our collective goals
Help mentor other teammates by leading by example and providing guidance
Understand the importance of data and metrics to influence recruiting strategies
The type of person that keeps up with trends in technology, startups and which companies are the current magnets for top tier talent
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.
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