About the RoleOpenRouter 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: 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 Skills- 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.
