Business Development Director
OpenRouterLLM API company
RemoteDirector
Andreessen Horowitz
Menlo Ventures
Sequoia Capital
Figma
Fred Ehrsam
Sales & Account Management
About the role
TL;DR
Lead partner strategy and ecosystem development for AI routing and infrastructure.
- •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.
- •Key Responsibilities 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.
- •Requirements 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).
Required skills
Business DevelopmentPartnership ManagementNegotiationGo-to-MarketProduct-Led GrowthOpenAI APIAnthropic APIGemini APILangChain
Domain expertise
developer-toolsai
Tech stack
OpenAI APIAnthropic APIGemini APILangChain