OpenRouter is hiring a Director of Channel Partnerships to build our indirect sales motion from the ground up. You will develop and execute a global partnership strategy to expand our reach and drive revenue.
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.
- 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 Have
- 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.
Team & Environment
You will start as an individual contributor owning the entire partner ecosystem, then recruit and lead a team as the program matures.
OpenRouter is an equal opportunity employer.
