OpenRouter

3 days ago

Channel Partnerships Director

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 18 hours agoStatus: Live

Job Summary

Build and execute a global indirect sales motion by developing OpenRouter’s partner strategy across cloud marketplaces (AWS, GCP, Azure), system integrators, distributors, and resellers. Establish marketplace presence, optimize listings, and enable co-sell/private offers with hyperscaler teams. Identify, recruit, and onboard partners, manage executive relationships and QBRs, and create partner tiering, incentives, and deal registration frameworks while partnering with marketing on joint campaigns and content.

Location: United States

Workplace: Remote

Employment Type: Full time

Job Function: Business Development & Partnerships

Seniority: Director level

Key Responsibilities

•Define and execute global indirect sales strategy across cloud marketplaces, system integrators, distributors, resellers, and technology partners.
•Establish and optimize presence on major cloud marketplaces, including co-sell motions with hyperscaler sales teams and driving private offers and marketplace transactions.
•Identify, recruit, and onboard high-potential partners such as GSIs, regional system integrators, technology distributors, and AI solution providers.
•Partner with partner sales teams and Account Executives to identify opportunities, support deal cycles, and close partner-sourced business.
•Build partner tiering, incentive structures, deal registration, and conflict resolution frameworks, and lead executive-level QBRs.

Key Requirements

•7+ years of experience in channel partnerships, alliances, or partner development at a B2B SaaS or infrastructure company.
•Proven track record building indirect sales programs from early stages.
•Experience hiring, developing, and managing partnerships teams across marketplaces, system integrators, distributors, and resellers.
•Track record driving cloud marketplace revenue and working with hyperscaler partner teams (AWS, GCP, Azure).
•Executive presence to build C-level relationships and lead QBRs.

Experience:B2B SaaSInfrastructureCloud marketplacesHyperscaler partnershipsIndirect salesAI/ML

Skills:Executive presenceRelationship buildingConflict resolutionDeal management

Tech Stack:AWSGCPAzureCloud marketplacesAPI integrationsLLMs

Company Brief

OpenRouter

Provides a unified, standards-compatible API and marketplace to route requests to 400+ large language models and cloud hosts, optimizing for cost, performance, and reliability for developers and enterprises.

Industry: API Platforms

Company Size: Micro (1 to 10 employees)

Revenue: USD 1M to 5M

Growth: Scaleup

Valuation: USD 250M to 500M

Funding: Series A

Headquarters: New York, United States

Founded: 2023

Website LinkedIn

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OpenRouter

3 days ago

Channel Partnerships Director

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 18 hours agoStatus: Live

Job Summary

Location: United States

Workplace: Remote

Employment Type: Full time

Job Function: Business Development & Partnerships

Seniority: Director level

Key Responsibilities

•Define and execute global indirect sales strategy across cloud marketplaces, system integrators, distributors, resellers, and technology partners.
•Establish and optimize presence on major cloud marketplaces, including co-sell motions with hyperscaler sales teams and driving private offers and marketplace transactions.
•Identify, recruit, and onboard high-potential partners such as GSIs, regional system integrators, technology distributors, and AI solution providers.
•Partner with partner sales teams and Account Executives to identify opportunities, support deal cycles, and close partner-sourced business.
•Build partner tiering, incentive structures, deal registration, and conflict resolution frameworks, and lead executive-level QBRs.

Key Requirements

•7+ years of experience in channel partnerships, alliances, or partner development at a B2B SaaS or infrastructure company.
•Proven track record building indirect sales programs from early stages.
•Experience hiring, developing, and managing partnerships teams across marketplaces, system integrators, distributors, and resellers.
•Track record driving cloud marketplace revenue and working with hyperscaler partner teams (AWS, GCP, Azure).
•Executive presence to build C-level relationships and lead QBRs.

Experience:B2B SaaSInfrastructureCloud marketplacesHyperscaler partnershipsIndirect salesAI/ML

Skills:Executive presenceRelationship buildingConflict resolutionDeal management

Tech Stack:AWSGCPAzureCloud marketplacesAPI integrationsLLMs

Company Brief

OpenRouter

Industry: API Platforms

Company Size: Micro (1 to 10 employees)

Revenue: USD 1M to 5M

Growth: Scaleup

Valuation: USD 250M to 500M

Funding: Series A

Headquarters: New York, United States

Founded: 2023

Website LinkedIn