Director, Growth Marketing

About the role

• OpenRouter is an open AI routing and infrastructure layer that enterprises use to access, manage, and optimize large language models across providers without lock-in, capacity constraints, or unnecessary cost. It supports AI teams across research, product, and production workloads.
• More than 10 million users and 250,000 apps process over 200 trillion tokens on the platform each month, with nearly all adoption starting in self-serve. You will turn that reach into revenue by attracting the right developers, driving signups and first credit purchases, and expanding usage.
• Approximately 75% of the role focuses on the self-serve growth engine: paid media and sponsorships, AEO/SEO, conversion optimization, measurement, and forecasting. The remaining 25% involves partnering with the enterprise team on demand generation.
• This is a Director-level player/coach role with a paid budget of $5 million or more for 2027. In year one, you will buy media, ship tests, build the measurement stack, and manage agencies. As the engine proves out, you will build the team around it.
• This is a full-time, remote role for applicants in the United States.

Responsibilities

• Own self-serve revenue growth, building and running the marketing engine that moves developers from first touch to signup, first credit purchase, and expanding usage.
• Plan and buy paid media across search, social, newsletter and podcast/creator sponsorships, audio, out-of-home advertising, and event sponsorships, spanning awareness and direct response. Own the budget and agency/vendor relationships.
• Own the AEO/SEO roadmap for openrouter.ai, including traditional organic search and answer-engine visibility, working with content, engineering, and outside specialists.
• Run conversion optimization for the homepage, model pages, pricing, signup, and credit purchase flows with product and engineering on a regular experimentation cadence.
• Own measurement for all paid activity, including attribution design, incrementality and holdout testing, channel reporting, and quarterly paid-budget forecasting and planning.
• Support enterprise demand generation as an execution and thought partner, including MQL/MQA generation programs and measurement connecting marketing touches to pipeline.

Requirements

• At least 8 years of growth or performance marketing experience, including meaningful time at a developer tools, API-first, or technical B2B SaaS company.
• Direct accountability for self-serve or usage-based revenue, with signup, activation, and spend as primary metrics.
• Experience owning an annual multichannel paid budget of at least $5 million, or scaling a program from seven figures into that range, with the ability to explain CAC, payback calculations, and channels discontinued.
• Hands-on measurement-stack experience, including product analytics such as PostHog, GA4, Hex, or similar tools; attribution design; and at least one personally designed incrementality or holdout test.
• Experience owning or directing SEO for a technical product, with a working perspective on AEO and how search changes when the result is a ChatGPT answer.
• Experience building and running CRO and experimentation programs with statistical discipline across hypothesis development, test design, readout, and decision-making.
• Comfort executing independently today and building the function through agencies, contractors, and eventual hires as it scales.
• Nice to have: experience marketing specifically to AI engineers or building against an LLM API, particularly through OpenRouter.
• Nice to have: brand campaign experience across out-of-home advertising, audio, or major sponsorships, measured through brand-lift studies or geographic holdouts.
• Nice to have: demand generation or ABM experience supporting enterprise sales.
• Nice to have: experience in a consumption-pricing business, such as a Twilio-, Datadog-, or Vercel-style company, where marketing is evaluated on usage rather than lead volume.
• Interested candidates are encouraged to apply even if they do not meet every criterion.