Director, Channel Partnerships
- Role
- Business Development
- Experience
- Senior
- Employment
- Full-time
Open to US only. Set where you work from to check your eligibility.
No BS summary
7+ years in channel partnerships/alliances at a B2B SaaS or infrastructure company, hired as the first partnerships hire to build the entire indirect sales motion from scratch. Must have a track record of launching cloud marketplaces, GSI/distributor/reseller channels and driving 30%+ of company revenue through indirect channels. Remote, US only.
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.
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 relationships with strategic partners, define joint goals, lead Quarterly Business Reviews, and resolve resource conflicts in sales cycles
- Build partner tiering models, incentive structures, deal registration processes, and complaint-resolution frameworks
- Partner with marketing to develop joint campaigns, webinars, case studies, events, and content that showcase partner solutions
What they require
- 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 investment stages
- Experience hiring, developing, and managing partnerships across multiple channel types (marketplaces, system integrators, distributors, resellers)
- Track record driving cloud marketplace revenue and working with hyperscaler partner platforms (AWS, GCP, Azure)
- History of achieving 30%+ revenue through indirect channels
- Executive presence with the ability to build relationships at the C-suite level and manage quarterly business reviews
- Nice to have: Background in AI/ML, developer tools, or API infrastructure partnerships
- Nice to have: Existing relationships with enterprise GSIs (Accenture, Deloitte, Capgemini) and hyperscaler partner organizations
- Nice to have: Technical fluency to discuss API integrations and joint solutions
OpenRouter is the AI routing and infrastructure layer that AI builders, AI-native startups and enterprises use to access, manage, and optimize AI usage through a unified API, billing interface, and analytics platform.