Channel Partnerships Director
OpenRouterLLM API company
RemoteDirector
Andreessen Horowitz
Menlo Ventures
Sequoia Capital
Figma
Fred Ehrsam
Sales & Account Management
About the role
TL;DR
Build and lead OpenRouter's indirect sales motion through channel partnerships.
- •As a 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, system integrators, distributors, and resellers to expand OpenRouter's reach and drive revenue through partner channels.
- •Key Responsibilities Define and execute OpenRouter's global indirect sales strategy across cloud marketplaces, 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.
- •Build partner tiering models, incentive structures, deal registration processes, and conflict resolution frameworks.
- •Requirements 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.
- •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).
Required skills
AWSGoogle CloudAzureEnterprise SalesBusiness OperationsStrategic Planning
Nice-to-have skills
LLMsOpenAI APIAnthropic APIGemini APILangChain
Domain expertise
developer-toolsai
Tech stack
AWSGoogle CloudAzureOpenAI APIAnthropic APIGemini APILangChain