OpenRouter

Business Development Rep

• Respond to inbound inquiries from prospective customers quickly and efficiently.
• Qualify leads based on fit criteria and route high-potential opportunities to Account Executives with thorough context.
• Educate prospects on how OpenRouter helps them optimize LLM costs, improve performance, and access the best models for their needs.
• Maintain meticulous CRM hygiene with detailed notes on prospect needs, objections, timeline, and opportunity size.
• Collaborate with Account Executives to improve the lead handoff process and incorporate feedback on lead quality.
• Partner with Marketing on campaign feedback, messaging effectiveness, and lead source performance.
• Meet or exceed monthly quotas for qualified opportunities created and meetings scheduled.

Business Development Representative

Business Operations

• Plan & model the business: Own the company model and maintain a driver-based view of how the company grows and performs; help set targets and scenarios that guide decisions.
• Support strategic and financial planning processes - lead monthly close, departmental budgets and long range planning - working with our accounting partners to make sure financials are accurate
• Develop financial strategies to optimize token economics and support ecosystem growth
• Define and track key performance indicators; design dashboards to monitor business health and communicate insights effectively to stakeholders.
• Build executive-ready reporting and narratives that highlight what matters, surface risks/opportunities, and propose concrete next steps.
• Partner with the executive team on board & fundraising cycles. Shape storylines and materials, coordinate inputs across the company, and ensure diligence readiness.
• Design lightweight automations and workflows using AI that reduce cycle time in planning, reporting, communications, and research.

Finance and Business Operations Manager

Developer Relations

• Define and execute OpenRouter’s developer education strategy across YouTube, Twitter/X, Discord, Reddit, and other community channels.
• Create high-quality tutorials, videos, guides, code examples, and reference architectures focused on real production use cases.
• Be deeply present in developer communities and OpenRouter’s Discord—answering questions, spotting patterns, and building trust.
• Synthesize developer feedback into actionable insights for product and engineering teams.
• Represent OpenRouter publicly through talks, writing, and community discussions on AI architecture and multi-model systems.
• Partner with Product Marketing, Engineering, and Support to ensure educational content is accurate, discoverable, and aligned (without owning support SLAs or launches).

Developer Relations Lead

Security Engineer

• Deploy and operate vulnerability scanning across our cloud infrastructure. Triage findings and drive remediation with engineering teams.
• Lead security assessments for internal and customer security needs (e.g. SOC 2 Type II, ISO 27001, HIPAA audits).
• Maintain vulnerability and remediation documentation for auditors.
• Act as a liaison between product, engineering, compliance, and GTM to guide and prioritize the right security investments.
• Perform penetration tests, tabletop exercises, DR testing, and incident response.
• Manage endpoint security tooling as we scale; conduct audit log reviews and maintain visibility across our stack.

Support Engineer

• Serve as the technical anchor for our largest customers
• Own technical resolution for inbound enterprise inquiries and incidents
• Analyze logs and API usage patterns to identify errors
• Create minimal reproduction scripts to confirm defects
• Assess incoming requests by business impact
• Provide technical data for Quarterly Business Reviews
• Update stakeholders during service disruptions
• Convert investigations into documentation and troubleshooting tools
• Act as the voice of the enterprise customer for feedback

Enterprise Support Engineer

Marketing

• Own onboarding, activation, and early lifecycle performance. Design and continuously improve the new user journey to reduce time-to-first-value, increase repeat usage, and drive early adoption of core product capabilities across API and dashboard experiences.
• Build and operate lifecycle programs driven by product usage. Own lifecycle strategy across welcome, activation, engagement, expansion, and reactivation. Translate product events and usage thresholds into triggered journeys across email and in-product channels, partnering with an agency for design and execution where appropriate.
• Run experiments that compound product-led growth. Design, execute, and analyze experiments using tools like PostHog to improve conversion, adoption, and retention. Maintain a focused experimentation cadence tied to clear lifecycle and revenue outcomes.
• Support PLG-to-sales motions with high-quality signals. Define and operationalize signals that identify high-potential accounts based on usage behavior, and build automated flows that enable the BD team to engage with the right context at the right time.
• Define, measure, and communicate lifecycle success. Establish clear lifecycle metrics and benchmarks (activation signals, engagement patterns, retention and reactivation rates), and use them to inform priorities, trade-offs, and ongoing optimization.
• Partner cross-functionally to ship the journey. Work closely with product, engineering, data, and sales to align on lifecycle priorities, influence instrumentation and product surfaces, and ensure lifecycle systems reflect how customers actually use OpenRouter.

Lifecycle Marketing Lead

Software Engineer

• Serve as Editor-in-Chief: Own editorial quality for all external content—ensuring clarity, consistency, technical accuracy, and strategic alignment across everything OpenRouter publishes.
• Orchestrate and Systematize Content Strategy: Coordinate and enable internal builders and executives to communicate effectively, ensuring coverage of key product launches and a cohesive point of view across all channels.
• Own Product Launch Narratives: Develop positioning and messaging for new features, model integrations, and product releases that establish technical authority and differentiation.
• Build AI-Native Content Systems: Design and manage the "system prompts" for AI-assisted content creation—establishing guardrails, quality standards, and brand guidelines that enable scalable, high-quality output.
• Enable Founder-Led Marketing: Support executives with ghostwriting, content strategy, and messaging guidance for personal accounts on Twitter, LinkedIn, and other platforms.

Developer Product Marketing Lead

Implementation Specialist

• 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.

Customer Engineer

Revenue Operations

• Own CRM administration, reporting, and workflow configuration.
• Partner with Account Executives to design business value assessment frameworks that quantify customer impact and support enterprise deal strategy.
• Manage commissions calculations and compensation processes.
• Build and maintain forecasting models for GTM leadership.
• Develop dashboards covering pipeline, conversion, and rep performance.
• Ensure data integrity across systems and workflows.
• Support pricing, packaging, and process experiments.
• Design a customer lifecycle process from quote generation through implementation.

Senior Manager, Revenue Operations

Account Executive

• Prospect and Generate Leads: Identify and target enterprise-level prospects in industries such as tech, finance, healthcare, and e-commerce. Leverage tools like LinkedIn, CRM systems (e.g., Salesforce), and industry events to build a robust pipeline
• Build Strategic Relationships: Engage with C-level executives, CTOs, and AI decision-makers to understand their pain points and tailor OpenRouter solutions to meet their needs.
• Drive Sales Cycles: Manage the full sales process from initial outreach to contract negotiation and closing, including demos, proposals, and ROI analyses.
• Collaborate Cross-Functionally: Work closely with product, engineering, and customer success teams to ensure seamless implementation and customer satisfaction post-sale.
• Achieve Targets: Meet or exceed quarterly and annual revenue quotas, with a focus on multi-year contracts and upsell opportunities.
• Market Intelligence: Stay abreast of AI trends, competitive landscapes, and regulatory changes to inform sales strategies and provide feedback to the product team.
• Travel: Attend industry conferences, client meetings, and networking events (up to 30% travel required).