About the role
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
As an Account Executive, you'll own the full sales cycle and help build our go-to-market foundation. You'll be responsible for driving new business across multiple customer segments, building strategic relationships, and contributing to our overall sales strategy and processes. This role requires an entrepreneurial mindset with the ability to operate independently, build relationships, and thrive in a fast-paced environment where you'll have a significant impact on company growth and revenue.
What You'll Do
- Own the complete sales cycle from prospecting to close, focusing on new business acquisition and quota attainment.
- Build and maintain a robust pipeline based on strong inbound interest for our product
- Conduct outbound prospecting and cultivate strong relationships with startups and enterprises using our self-serve platform, supporting them to scale usage across their organization.
- Deliver compelling technical demonstrations and presentations to prospects ranging from individual developers, founders and C-suite executives.
- Take a consultative approach to understand customer needs, identify pain points, and tailor solutions that demonstrate measurable business impact.
- Gather competitive intelligence and enterprise customer requirements to inform product development and go-to-market strategy.
- Develop relationships with key ecosystem partners, industry organizations, and channels to create systematic access to qualified prospects.
- Contribute to building repeatable sales processes, playbooks, and best practices as we scale the sales organization.
- Work closely with marketing, product, engineering and customer success teams to optimize the customer journey and drive growth.
What We're Looking For
- 5+ years of proven B2B sales success with demonstrated ability to meet/exceed quotas in a consultative selling environment
- Track record closing $100K+ annual contracts and navigating complex, multi-stakeholder sales processes
- Experience thriving in an early-stage company environment where you've built processes, adapted quickly, and operated with limited resources
- Ability to understand and communicate complex technical products to both technical and business audiences
- Deep understanding of AI/ML landscape, including large language models, API architectures, and developer integration patterns commonly used in AI applications.
- Exceptional presentation and communication abilities across all organizational levels
- Proficiency with CRM platforms and sales engagement tools
- Entrepreneurial mindset with ability to work independently, prioritize effectively, and drive results with minimal oversight
Nice to Haves
- Experience selling developer tools, AI/ML infrastructure, or API-first products
- Previous experience as a first sales hire or early sales team member
- Track record of building sales processes from the ground up
- Familiarity with PLG (Product-Led Growth) motions and technical evaluation processes
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.