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
We’re looking for a seasoned Enterprise Account Executive to own and expand relationships with OpenRouter’s largest and most complex customers. This is a high-impact role focused on multi-stakeholder enterprise deals, long sales cycles, and strategic AI infrastructure conversations with technical, financial, and executive decision-makers.
You will be responsible for leveraging early enterprise traction to build long-term, high-value partnerships.
What You’ll Do
- Prospect and Generate Leads: Identify and target enterprise-level prospects in industries such as tech, finance, healthcare, and e-commerce. Leverage tools like LinkedIn, CRM systems (e.g., Salesforce), and industry events to build a robust pipeline
- Build Strategic Relationships: Engage with C-level executives, CTOs, and AI decision-makers to understand their pain points and tailor OpenRouter solutions to meet their needs.
- Drive Sales Cycles: Manage the full sales process from initial outreach to contract negotiation and closing, including demos, proposals, and ROI analyses.
- Collaborate Cross-Functionally: Work closely with product, engineering, and customer success teams to ensure seamless implementation and customer satisfaction post-sale.
- Achieve Targets: Meet or exceed quarterly and annual revenue quotas, with a focus on multi-year contracts and upsell opportunities.
- Market Intelligence: Stay abreast of AI trends, competitive landscapes, and regulatory changes to inform sales strategies and provide feedback to the product team.
- Travel: Attend industry conferences, client meetings, and networking events (up to 30% travel required).
What We’re Looking For
- 7+ years of B2B SaaS or platform sales experience, with a strong focus on enterprise accounts
- Proven track record closing six- and seven-figure enterprise deals
- Experience selling technical or infrastructure products (AI/ML platforms, developer tools, cloud, data, or APIs preferred)
- Ability to sell to both technical buyers and executive decision-makers
- Comfort operating in ambiguity and helping customers define new categories or use cases
- Strong business acumen around pricing, contracts, and enterprise buying processes
- Highly self-directed, collaborative, and outcomes-oriented
Nice to Haves
- Experience selling AI, ML, or developer-first products
- Familiarity with LLM ecosystems (OpenAI, Anthropic, Google, open-source models)
- Experience working with global or multi-region enterprise customers
- Prior startup or high-growth company experience
Why OpenRouter
- Work at the center of the AI infrastructure stack as enterprises define how they adopt LLMs
- Sell a product with clear, tangible ROI: cost efficiency, scalability, flexibility, and innovation velocity
- High ownership and visibility with direct impact on company growth
- Competitive compensation, including base salary, commission, and equity
- Fully remote team with a strong culture of autonomy and trust
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.