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OpenRouter is seeking a Director of Revenue Operations to build and lead the operational backbone of its GTM function. You will own end-to-end GTM architecture, including segment definition, coverage models, capacity planning, territory design, and quota allocation. You'll drive annual planning cycles that align product strategy with revenue targets, design incentive and compensation plans that reward key metrics, and identify data-driven opportunities to improve conversion, ACV, and usage growth.
On the systems side, you'll own the GTM tech stack strategy—including CRM, CPQ, and prospecting tools—conducting field discovery to identify high-impact workflow opportunities and leading implementation. You'll spearhead agentic automation and process replacement initiatives to eliminate manual work and create organizational leverage. You'll orchestrate data governance across product usage, billing, CRM, and support systems, acting as the primary liaison between GTM and Data/Product teams.
You'll support the operating cadence with forecast roll-ups, pipeline reviews, and QBRs; partner with Finance on headcount, expense management, and revenue forecast accuracy; and build and mentor a small, high-leverage team of analysts, systems engineers, and business partners.
Ideal candidates have 10+ years in revenue operations, sales strategy, GTM finance, or systems engineering, with at least five years leading cross-functional teams—preferably in usage-based, API, or infrastructure/developer-tools businesses. You should be an owner-operator who treats GTM as a system you build, run, and measure by outcomes. You bring strategic rigor, data fluency, and a credible voice in leadership conversations. You have deep expertise in capacity modeling, territory design, quota allocation, comp modeling, and forecasting, plus a product-management mindset for process and tech design. Experience across the full customer lifecycle—from demand generation through adoption and expansion—is essential.
