Director, Growth Marketing

Job description

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 OpenRouter grows because developers find it, try it, and route more of their work through it. More than 10 million users and 250k+ apps process 200T+ tokens on the platform every month, nearly all of it starting in self-serve. You’ll own turning that reach into revenue: more of the right developers discovering OpenRouter, signing up, buying their first credits, and growing their usage. You’ll run the self-serve growth engine: paid media and sponsorships, AEO/SEO, conversion optimization on key pages and flows, and the measurement and forecasting that keeps it all optimized. That’s roughly 75% of the role. The other 25% is partnering with our enterprise team as an execution and thought partner on demand gen. This is a Director-level, player/coach role with a paid budget of $5M+ for 2027. In year one you’re hands-on: buying media, shipping tests, building the measurement stack, managing agencies. As the engine proves out, you build the team around it. WHAT YOU’LL DO - Own self-serve revenue growth: build and run the marketing engine that reaches developers at scale, moves them from first touch to signup, first credit purchase, and expanding usage. - Plan and buy paid media across channels developers respect: search, social, newsletter and podcast/creator sponsorships, audio, OOH, and event sponsorships, spanning awareness and direct response. You own the budget and the agency/vendor bench. - Own the AEO/SEO roadmap for openrouter.ai http://openrouter.ai: classic organic search plus answer-engine visibility,executing with content, engineering, and outside specialists. - Run conversion optimization on key pages and flows (homepage, model pages, pricing, signup, credit purchase) in partnership with product and engineering, on a standing experimentation cadence. - Own measurement for all paid activity: attribution design, incrementality and holdout testing, channel reporting, and the quarterly forecasting and planning cycle for the paid budget. - Support enterprise demand gen as an execution and thought partner: MQL/MQA generation programs and the measurement connecting marketing touches to pipeline. WHAT WE’RE LOOKING FOR - 8+ years in growth or performance marketing, including meaningful time at a developer tools, API-first, or technical B2B SaaS company. - You’ve been directly accountable for self-serve or usage-based revenue (signup, activation, and spend) as your primary metric. - You’ve owned an annual multi-channel paid budget of $5M+, or scaled a program from seven figures into that range, and can walk through your CAC, payback math, and the channels you killed. - Hands-on with the measurement stack: product analytics (PostHog, GA4, Hex, or similar), attribution design, and at least one incrementality or holdout test you designed yourself. - You’ve owned or directed SEO for a technical product, and you have a working point of view on AEO: what changes when the search result is a ChatGPT answer. - You’ve built and run CRO/experimentation programs with real statistical discipline: hypothesis, test design, readout, decision. - Player/coach: comfortable executing solo today and building the function (agencies, contractors, eventual hires) as it scales. NICE TO HAVE - You’ve marketed to AI engineers specifically, or you’ve built something against an LLM API yourself (bonus if it was through OpenRouter). - Brand campaign experience: OOH, audio, or major sponsorships, measured with brand-lift studies or geo holdouts. - Demand gen or ABM experience feeding an enterprise sales motion. - Time inside a consumption-pricing business (Twilio, Datadog, Vercel-style) where marketing was judged on usage rather than lead volume. 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.