How much experience is required?

At least 7 years of relevant experience for this Director, Channel Partnerships role.

What's the tech stack?

Joblaze extracted these technologies from the posting: AI/ML, AWS, Azure, Cloud Marketplaces, GCP.

What seniority level is this role?

OpenRouter targets director candidates for this position.

Is this full-time or contract?

Full-time for this Director, Channel Partnerships role at OpenRouter.

Director, Channel Partnerships at OpenRouter

Joblaze summary

The Director of Channel Partnerships at OpenRouter is responsible for establishing and executing a global strategy to build and expand the company's indirect sales through various partner channels, including cloud marketplaces and system integrators. This role requires extensive experience in channel partnerships, particularly in B2B SaaS or infrastructure, with a focus on driving revenue through indirect sales. Ideal candidates will have a proven track record of building successful partnership programs and managing teams, along with strong executive-level relationship skills. OpenRouter is positioned at the forefront of AI infrastructure, making this a pivotal role in a rapidly evolving ind

Joblaze insights

Listed 9 days ago on Joblaze — tracked directly from OpenRouter's career page.
OpenRouter has 23 other open roles including Strategic Account Executive , Technical Recruiter (Fixed-Term Contract), Software Engineer, Platform.
5149 active AI/ML roles on Joblaze right now.
2744 active AWS roles on Joblaze right now.
1365 active GCP roles on Joblaze right now.
Typical AI/ML salary we track runs $140,000–$231,000 (median $180,000, across 2240 roles). See AI/ML salary trends

Quick facts

How much experience is required?: At least 7 years of relevant experience for this Director, Channel Partnerships role.
What's the tech stack?: Joblaze extracted these technologies from the posting: AI/ML, AWS, Azure, Cloud Marketplaces, GCP.
What seniority level is this role?: OpenRouter targets director candidates for this position.
Is this full-time or contract?: Full-time for this Director, Channel Partnerships role at OpenRouter.

From the original posting

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.