Your job is 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.
Responsibilities
- Prospect and generate leads by identifying and targeting enterprise-level prospects in industries such as tech, finance, healthcare, and e-commerce.
- Build strategic relationships 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 by managing the full sales process from initial outreach to contract negotiation and closing, including demos, proposals, and ROI analyses.
- Collaborate cross-functionally with product, engineering, and customer success teams to ensure seamless implementation and customer satisfaction post-sale.
- Achieve targets by meeting or exceeding quarterly and annual revenue quotas, with a focus on multi-year contracts and upsell opportunities.
- Stay abreast of AI trends, competitive landscapes, and regulatory changes to inform sales strategies and provide feedback to the product team.
Requirements
- 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 Have
- 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.
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