Director, Channel Partnerships
Core
Build OpenRouter's indirect sales motion and global partnership strategy across cloud marketplaces, system integrators, distributors, and resellers to expand reach and drive revenue.
Role type
Director, Channel Partnerships (building from ground up to leading a team)
Builds
Global indirect sales programs, partner ecosystems, and revenue through partner channels
Domain
B2B SaaS / AI Infrastructure / Cloud Marketplaces
Deliverable
production ML models | product features | dashboards & analysis | research | client delivery | infrastructure | physical/clinical work
Required skills
Channel partnerships strategy, indirect sales program building, partner recruitment and onboarding, executive relationship management, QBR leadership, partner tiering and incentive design, cloud marketplace operations
Preferred skills
AI/ML or API infrastructure partnerships, existing relationships with enterprise GSIs and hyperscalers, technical fluency in API integrations, startup partnership hire experience
Technologies
AWS, GCP, Azure
Responsibilities
Define and execute global indirect sales strategy; Establish presence on major cloud marketplaces and enable co-sell motions; Identify, recruit, and onboard high-potential partners; Work with partner sales teams to close partner-sourced business; Build and maintain executive-level relationships and lead QBRs; Build partner tiering models, incentive structures, and deal registration processes; Partner with marketing on joint campaigns and content
Seniority
Director, individual contributor transitioning to team leadership