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OpenRouter is building the open AI routing and infrastructure layer that enterprises use to access, manage, and optimize large language models across providers without lock-in or unnecessary cost. The company powers advanced AI teams by providing flexibility to move fast, scale confidently, and stay future-proof as models evolve.
As Channel Partnerships Director, you will build OpenRouter's indirect sales motion from the ground up. You'll develop and execute a global partnership strategy across cloud marketplaces (AWS, GCP, Azure), system integrators, distributors, resellers, and technology partners to expand reach and drive revenue through partner channels.
Starting as an individual contributor, you'll own the entire partner ecosystem while establishing frameworks needed to scale. As the program matures, you'll recruit and lead a team to deepen partner coverage and accelerate growth.
Key responsibilities include: defining and executing the global indirect sales strategy across cloud marketplaces and partner types; establishing OpenRouter's presence on major cloud marketplaces with optimized listings and co-sell motions; identifying, recruiting, and onboarding high-potential partners including GSIs and regional system integrators; working closely with partner sales teams and Account Executives to identify opportunities and close partner-sourced business; building and maintaining executive-level relationships with strategic partners through QBRs and conflict resolution; developing partner tiering models, incentive structures, and deal registration processes; and partnering with marketing on joint campaigns, webinars, case studies, and events.
Required qualifications: 7+ years in channel partnerships, alliances, or partner development at B2B SaaS or infrastructure companies; proven track record building indirect sales programs from early stages; experience hiring, developing, and managing partnerships teams across multiple channel types; track record driving cloud marketplace revenue with hyperscaler partners; history of achieving 30%+ company revenue through indirect channels; and executive presence for C-level relationship building.
Nice-to-haves include background in AI/ML or developer tools partnerships, existing relationships with enterprise GSIs and hyperscaler partner organizations, technical fluency with API integrations, and experience as a first partnership hire at a startup.
