Director, Revenue Operations

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 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. What We're Looking For - Experience: 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. 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.