OpenRouter

Client Partner

• Develop and own the strategy for sourcing, prioritizing, and onboarding new model providers, inference services, and accelerator-based platforms
• Evaluate provider technical capabilities, performance characteristics, pricing, and strategic relevance to determine partnership fit
• Build a high-quality pipeline of emerging model developers, cloud inference platforms, and GPU/ASIC providers to expand OpenRouter’s supply diversity
• Manage end-to-end relationships with key providers, including roadmap collaboration, integration planning, pricing reviews, and quarterly business reviews
• Partner with Engineering and Product to ensure smooth technical integration, metadata accuracy, reliability standards, and go-to-market alignment
• Advocate for provider needs while balancing platform-wide performance, economics, and compliance considerations
• Build scalable compliance programs that ensure providers meet OpenRouter’s data handling standards (no-train/no-retain, ZDR, SOC2/ISO alignment, GDPR, TPRM requirements)
• Establish recurring compliance reviews, attestations, breach escalation pathways, and risk classifications
• Collaborate with Legal and Security to maintain enforceable data governance across all provider agreements
• Develop systems to identify billing discrepancies, token miscounts, rate-card inconsistencies, and revenue leakage
• Partner with Finance to maintain accurate provider rate cards, rev-share structures, and payout workflows
• Lead enforcement of provider SLAs, including uptime, latency, throughput, and error rate standards—ensuring credits or remedies are applied as required
• Build repeatable audit processes and dashboards to maintain billing integrity across the provider ecosystem
• Lead negotiation of complex provider partnerships involving pricing, consumption economics, data privacy, reliability commitments, and integration requirements
• Structure agreements that balance mutual value creation while protecting OpenRouter’s reliability, margin, and compliance obligations
• Build scalable onboarding documentation and processes to reduce friction for future provider integrations
• Collaborate with Product and Engineering to influence provider-facing roadmap decisions, model routing logic, and supply expansion
• Work with Growth, Support, and Marketing to communicate provider changes, outages, launches, and performance improvements
• Maintain deep visibility into the AI/ML and inference ecosystem—emerging models, hardware accelerators, competitive pricing dynamics, and market shifts.

Partner Development Manager, Provider Ecosystem

Customer Success Manager

• Manage a portfolio of customers directly. Build deep relationships with technical and business stakeholders.
• Analyze usage patterns and create custom LLM optimization strategies for each customer.
• Guide customers on model selection, routing strategies, and cost/quality/performance tradeoffs.
• Stay ahead of the LLM landscape and educate customers on emerging capabilities and providers.
• Navigate technical discussions with engineering teams and strategic conversations with business stakeholders, including C-level executives.
• Build CS foundation from scratch—define strategy, metrics (NRR, GRR, CSAT), customer segmentation, and scalable playbooks for onboarding, adoption, expansion, and renewals.
• Set up the CS tech stack and operational workflows. Establish early warning systems and health scoring.
• Partner with Sales on account transitions and expansion plays; collaborate with Product and Engineering to represent customer feedback and influence roadmap.
• Advocate for customer needs with Product and Engineering teams and influence the roadmap based on customer insights.

Customer Success Lead

Account Manager

• 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.

Director of Channel Partnerships

Sales Engineer

• Lead technical discovery calls to understand the prospect's AI/ML architecture, use cases, and requirements.
• Develop expertise in OpenRouter’s products and solutions, and how they can be leveraged to solve business problems.
• Assess technical fit, including API integration, model requirements, data residency needs, and compliance requirements.
• Design and deliver customized product demonstrations showcasing OpenRouter's capabilities for prospects’ specific use cases.
• Create demos to showcase OpenRouter and manage proof-of-concept environments.
• Partner with AEs throughout the sales cycle from discovery through close. Respond to proposals and technical questions from customers. Present at customer meetings, QBRs, and executive briefings.
• Address technical objections and competitive positioning and support contract negotiations on technical terms, SLAs, and implementation timelines.
• Provide feedback to the Product and Engineering teams on feature requests, competitive gaps, and market requirements. Contribute to product roadmap prioritization based on customer needs.
• Stay current on AI/ML trends and competitive landscape.

• Build strategic platform and product partnerships with complementary AI/ML companies to drive technical integrations, expand distribution, and accelerate mutual customer adoption.
• Drive partnership revenue and growth targets by tracking partner contribution to customer acquisition, product usage, and expansion across the full partnership lifecycle.
• Analyze the AI/ML ecosystem to identify priority partners, competitive dynamics, and emerging opportunities while maintaining expertise in AI infrastructure and partnership trends.
• Navigate multi-sided platform dynamics by coordinating across internal teams, technology partners, and customers to structure agreements that create mutual value.
• Negotiate complex partnership agreements, including technical integrations, data privacy terms, GTM commitments, and commercial structure, while building scalable onboarding frameworks.
• Collaborate cross-functionally with Product, Engineering, Sales, Marketing, and Legal to prioritize partner integrations, develop co-marketing initiatives, and balance partner needs with product strategy.

Director – Ecosystem Partnerships

Data Engineer

• Architect, build, and own end-to-end data platform and warehousing for OpenRouter's LLM marketplace.
• Stand up central analytics store: define schemas, partitioning, retention, and performance strategies for scale; establish data contracts and documentation.
• Build, operate, and monitor robust ETL/ELT pipelines with CDC and batch/stream ingestion; ensure idempotency, safe backfills, and predictable reprocessing.
• Design and ship customer data products and metrics (latency, throughput, error rates, reliability/SLOs, cost) with handling for late/duplicate events.
• Build secure, multi-tenant datasets and APIs; enforce isolation with row/column-level security, access controls, and privacy guardrails.
• Take data features from concept to production: design, implement, backfill/migrate, document, and support.

Senior Data Engineer

Operations

• Manage model launches and provider onboarding for OpenRouter's LLM marketplace.
• Run end-to-end launch playbooks: scoping, test plans, latency/quality checks, pricing & quotas, docs, and announcement assets.
• Coordinate with model providers to integrate, QA, and hit ship dates.
• Maintain clear versioning and release notes; manage deprecations and migrations.
• Build internal tools to speed up the model onboarding process.
• Build internal evals to evaluate models and endpoints quickly.
• Document internal processes and prime them for automation.