Director, Revenue Operations

Compensation

$210K – $240K • Offers Equity

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.

About the Role

This role is ideal for someone who has supported early-stage GTM teams and knows how to create clarity from chaos.

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).
• Agentic Automation & Process Replacement: Lead projects that systematically eliminate manual "debt."
• 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.

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.

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.
• Owner-Operator Mindset: You treat the GTM function as a system you own end-to-end.
• Strategic Challenger: You're a credible partner to leadership.
• 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.
• Full-Funnel Perspective: Experience across the full customer lifecycle.
• Communication & Collaboration: Excellent written and verbal skills.