OpenRouter

• 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.

• Build internal agentic workflows end-to-end on OpenRouter, from prototype to production, that automate support and GTM operations • Integrate our systems with the tools the company runs on, and steadily replace those tools where it makes sense to • Own the reliability of what you ship: evals, guardrails, and monitoring, so automation is trustworthy rather than flashy • Drive measurable impact — deflect support volume, accelerate GTM motions, cut manual toil — and prove it with data • Work directly with support, GTM, and engineering to find the highest-leverage workflows to automate next • Iterate on real usage: ship, measure, improve

• Own and pursue a research agenda focused on LLM evaluation, model quality, routing optimization, and AI usage patterns, contributing original insights that advance the field. • Design novel evaluation frameworks and benchmarks that go beyond standard leaderboards, using real-world generation data to capture how models actually perform across tasks and contexts. • Conduct large-scale empirical studies on LLM behavior: how models compare across providers, how performance changes over time, and how usage patterns reveal strengths and weaknesses. • Develop the statistical and mathematical foundations behind our routing systems, building the models and heuristics that power intelligent provider and model selection. • Identify opportunities to apply research findings to feed back into OpenRouter's product and platform. • Collaborate with external researchers, model providers, and the open-source community to advance shared understanding of LLM capabilities and limitations. • Work with product and engineering teams to translate research findings into improvements to OpenRouter's platform, without being constrained to a shipping cadence.

• Own the enterprise roadmap end to end • Partner directly with Fortune 100 design partners • Build the core enterprise platform • Identify opportunities to differentiate OpenRouter for the enterprise • Drive land-and-expand • Be the voice of the enterprise customer internally • Partner cross-functionally with engineering, design, sales, security, and customer success • Raise the bar on craft

• Partner closely with technical leadership to deeply understand hiring needs while providing strategic guidance on recruiting best practices • Build and nurture a strong pipeline of technical talent to support both current hiring and future growth • Advise hiring managers on market dynamics, compensation insights, and effective talent acquisition strategies • Identify opportunities to streamline recruiting workflows and enhance operational efficiency across the hiring process • Ensure data integrity and accuracy within our Applicant Tracking System (Ashby), maintaining a high standard of system hygiene • Mentor and support other team members to elevate overall recruiting performance and execution • Lead strategic sourcing initiatives to engage top-tier, passive candidates across various technical disciplines • Collaborate cross-functionally within the company to align recruiting efforts with broader organizational goals

• Serve as a trusted advisor to the CEO, COO, executive team, and Board • Help leadership identify, prioritize, and manage legal, regulatory, and business risk • Build the legal function from the ground up • Manage outside counsel and legal teams

• Own the scaled success motion for OpenRouter’s startup and scaled customer portfolio. • Partner cross-functionally to iterate and refine the operating system for startup activation, retention, growth, and Enterprise conversion. • Create and refine the workflows, dashboards, alerts, and playbooks that help the team understand which startups need attention, why they need it, and what action should happen next. • Turn manual customer success and program operations work into repeatable systems. • Own the start-up inbox, day-to-day program communications, and portfolio health across the startup segment. • Build scaled intervention workflows for customers showing risk signals. • Create activation paths that help startups reach first value quickly and understand how to use OpenRouter effectively. • Partner with Sales to surface startups ready for Enterprise conversion, higher usage commitments, premium support, compliance, observability, throughput, or strategic partnership. • Work across GTM to expand distribution, improve onboarding and activation, and connect the startup program to broader growth initiatives. • Use AI-native tools and automation to reduce manual work across onboarding, follow-up, risk detection, expansion identification, reporting, and feedback capture. • Define what “healthy” looks like for startup customers. • Segment the portfolio into cohorts. • Create the operating cadence for reviewing startup portfolio health. • Help evolve OpenRouter’s startup program into a scalable growth engine. • Improve the application, approval, onboarding, activation, communication, and follow-up experience. • Build rubrics and workflows that identify high-potential AI-native startups and route them into the right journey. • Ensure approved startups get value quickly and have clear paths to scale. • Continuously improve how the program runs by streamlining processes and creating better experiences for founders, partners, and internal teams alike. • Turn startup customer, founder, and partner interactions into structured product signal. • Capture and synthesize feedback across onboarding friction, model availability, routing behavior, latency, reliability, pricing, documentation gaps, integration blockers, and developer experience. • Surface patterns to Product and Engineering based on frequency, customer severity, growth potential, and revenue impact.

• Lead technical onboarding for new customers after contract close, helping them move from kickoff to production usage. • Partner with Customer Success Managers and Account Executives to define success plans, implementation milestones, and technical adoption goals. • Help customers integrate OpenRouter into their applications, workflows, infrastructure, and developer environments. • Troubleshoot API, SDK, model selection, routing, latency, reliability, and deployment issues. • Create implementation guides, reference architectures, code examples, and reusable playbooks for common customer patterns. • Work with customers to understand their AI use cases, application architecture, traffic patterns, and inference goals. • Recommend model, provider, routing, fallback, caching, and cost-optimization strategies based on customer needs. • Analyze usage patterns to identify opportunities to increase adoption, improve reliability, reduce cost, or expand into new workloads. • Help customers evaluate models and providers across quality, latency, cost, reliability, privacy, and scale requirements. • Drive customers from initial API usage to broader production deployment across teams and applications. • Build strong technical relationships with customer developers, engineering leaders, AI teams, and platform teams. • Run technical working sessions, integration reviews, architecture discussions, and developer enablement sessions. • Act as a trusted technical advisor for customers building AI-native products, agents, internal tools, and production LLM workflows. • Translate complex technical concepts into practical guidance for developers and business stakeholders. • Advocate for developer needs internally and help improve the customer implementation experience. • Partner closely with Customer Success to improve retention, adoption, customer health, and expansion. • Collaborate with Sales on technical expansion opportunities and strategic account growth. • Work with Product and Engineering to surface customer feedback, feature requests, integration blockers, and product gaps. • Contribute to internal knowledge bases, customer playbooks, onboarding materials, and best practices. • Help define what excellent post-sales technical engagement looks like at OpenRouter.

Role Description We are hiring a Trust & Safety Lead to build and own OpenRouter’s Trust, Safety, and Compliance function. This is a 0 → 1 role. You will define policy, build systems, and handle operations, then scale the function over time. Core Challenges - Enforcing different model provider policies through a unified API - Preventing users from routing around restrictions - Designing sanctions and export controls with imperfect signals - Balancing developer experience with enterprise controls - Detecting coordinated abuse across accounts, usage, and payments Responsibilities - Policy & Enforcement - Define policies across accounts, payments, and API usage - Ensure compliance with sanctions and regulatory requirements - Translate provider policies into platform-level enforcement - Design enforcement actions and appeals - Systems & Risk - Build a risk-based system driven by aggregated signals - Develop unified risk scoring and tiered enforcement - Partner with engineering on sanctions controls, identity validation, and enforcement systems - Introduce ML-assisted detection for fraud and abuse - Operations (0 → 1) - Handle investigations, enforcement decisions, and appeals - Build workflows while operating them - Use AI for triage and decision support - Turn operational learnings into scalable systems - Provider & Enterprise - Partner with model providers on policy alignment and escalations - Define enterprise controls (allowlists, policies, auditability) - Coordinate across engineering, legal, and go-to-market - Scale - Build and scale the function across policy, systems, and operations - Establish monitoring, escalation frameworks, and KPIs Qualifications - Experience building or scaling trust & safety, risk, or compliance systems - Strong understanding of sanctions, fraud, and enforcement systems - Experience working cross-functionally with engineering, legal, and operations - Ability to design and operate data-driven systems - Builder mindset with comfort in 0 → 1 and ambiguous environments Benefits - Work at the center of the AI infrastructure stack as enterprises define how they adopt LLMs. - High ownership and visibility with direct impact on how OpenRouter is perceived in the market. - Competitive compensation, including base salary and equity. - Fully remote team with a strong culture of autonomy and trust.

• Build and lead the platform team - hire engineers, set the pace, and create an environment where strong ICs want to stay and grow. • Stay hands-on. You're coding, reviewing architecture decisions, and in the weeds on the systems your team owns. • Own technical direction for the platform - understand the trade-offs across our edge, cloud, and data infrastructure and make the calls that keep things moving. • Steer projects through ambiguity. When something stalls or breaks, you debug the situation. • Partner with engineering leadership on capacity, reliability, and cost across the routing layer. • Represent the platform team's needs and priorities to the broader organization.