[Hiring] Director, Revenue Operations @OpenRouter

Role Description

This role is ideal for someone who has supported early-stage GTM teams and knows how to create clarity from chaos. You should be analytical, detail-oriented, and technically strong, with the ability to partner cross-functionally with Sales, Marketing, and Finance. If you want to build the operational backbone of a category-defining GTM team, this is the right fit.

What You'll Do

• GTM Architecture & Planning
  • Own the GTM Architecture: Define segments, coverage models, and the planning logic that turns OpenRouter's product and growth strategy into a scalable revenue engine.
  • Lead Annual Planning End-to-End: Drive capacity modeling, demand generation targets, account/territory design, quota allocation, and the headcount and expense plans that drive the org.
  • Strategic Initiatives: Identify through data and process fluency what's driving KPIs (conversions, ACV, usage growth) and partner with functional leaders to advise on experiments to affect change.
  • Incentive & Quota Design: Design comp plans that reward our north star metrics and manage the end-to-end quota methodology to keep targets equitable across a rapidly scaling business.
• GTM Engineering & Systems
  • Tech Stack Strategy & Architecture: Own the roadmap and design for our GTM systems (e.g., CRM, CPQ, prospecting tools, etc). Conduct field discovery to identify high-impact workflow opportunities and own the implementation and delivery of outcomes.
  • Agentic Automation & Process Replacement: Lead projects that systematically eliminate manual "debt." Build systems and workflows that create leverage and scale the organization faster than headcount.
  • Multi-Channel Integration & Data Governance: Orchestrate data flow across the GTM stack — product usage data, billing, CRM, and support — ensuring reliable, high-quality single source of truth. Act as the primary liaison to Data and Product teams on behalf of the GTM organization.
• Operating Cadence & Governance
  • Support the Operating Cadence: Partner with leadership on forecast roll-ups, pipeline and consumption reviews, and QBR/MBR support.
  • Financial Controllership: Partner tightly with Finance on headcount and expense management, compensation modeling, revenue forecast accuracy, and variance analysis.
  • Team Leadership: Hire, mentor, and develop a small, high-leverage team of analysts, systems engineers, and business partners. Design the infrastructure that lets a lean revenue operations team scale with OpenRouter's rapid growth.

Qualifications

• 10+ years in revenue operations, sales strategy, GTM finance, or systems engineering, including at least five years leading cross-functional teams — ideally in a usage-based, API, or infrastructure/dev-tools business.
• Owner-Operator Mindset: You treat the GTM function as a system you own end-to-end — you build it, run it, fix it when it breaks, and measure it by outcomes, not activity.
• Strategic Challenger: You're a credible partner to leadership. You bring data, a clear point of view, and the willingness to disagree, earning trust by advocating for what you think is right for the business.
• Planning Mastery: Deep fluency with capacity models, account/territory design, quota allocation, comp modeling, and forecasting.
• Technical & Architecture Expertise: Strong background designing and integrating GTM tech stacks. You bring a product-management mindset to process design.
• Full-Funnel Perspective: Experience across the full customer lifecycle — from demand generation and pipeline management, to PLG and SLG, and driving adoption and expansion of our customers.
• Communication & Collaboration: Excellent written and verbal skills, with a track record presenting to executives and translating between functional areas and teams.

Benefits