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.
About the Role
As enterprise adoption of AI accelerates, OpenRouter sits at the center of how organizations operationalize LLMs across research, product, and production workloads.
We're looking for an Enterprise Business Development Representative to build qualified pipeline through outbound prospecting into target enterprise accounts.
You'll partner with Enterprise Account Executives to open conversations with the people building and buying AI infrastructure. You'll own account research, outreach, and initial qualification, then hand off opportunities with clear customer context and an agreed next step.
What you'll do
- Partner with Enterprise Account Executives to prioritize accounts, research their AI initiatives and model infrastructure, and identify relevant contacts across AI, engineering, platform, and IT leadership.
- Prospect through cold calls, personalized email, and LinkedIn. Reach multiple stakeholders and connect their priorities to OpenRouter's value, including model choice, reliability, and cost efficiency.
- Lead initial discovery to understand the use case, current approach, challenges, and timing. Assess fit, establish a reason to evaluate OpenRouter, and secure a next step with an Account Executive.
- Maintain accurate CRM records and give Account Executives clear handoffs with stakeholder details, qualification notes, and agreed next steps.
- Nurture promising accounts that aren't ready to evaluate. Use relevant developments to restart conversations when the timing changes.
- Test and improve account selection, messaging, and outreach sequences with Sales and Marketing. Use prospecting tools and AI to work effectively while checking accuracy and keeping outreach relevant.
What we're looking for
- 2+ years in an outbound BDR, SDR, or similar sales development role at a B2B technology company.
- A track record of meeting or exceeding outbound opportunity or pipeline targets, with examples of accounts you've opened through your own prospecting.
- Experience prospecting into enterprise accounts and engaging technical stakeholders, with the confidence to reach senior decision-makers.
- Strong communication: you can write a concise, relevant email, hold a cold-call conversation, and ask questions that uncover customer needs.
- Curiosity about AI and the ability to learn a technical product and explain its value. You don't need to be an engineer.
- Strong organization and follow-through, including experience using a CRM and sales prospecting tools.
- The ability to work independently, take coaching, and improve your approach as the outbound playbook develops.
Nice to haves
- Experience with AI infrastructure, developer tools, cloud platforms, data infrastructure, or API products.
- Familiarity with the LLM ecosystem, including OpenAI, Anthropic, Google, and open-source models.
- Experience at an early-stage or high-growth company.
- Experience using product adoption signals to identify enterprise opportunities, or selling products with consumption-based pricing.
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.