Enterprise Account Executive
OpenRouter is seeking a seasoned Enterprise Strategic Account Executive to manage and expand relationships with large, complex customers. This role focuses on multi-stakeholder enterprise deals, long sales cycles, and strategic AI infrastructure conversations with technical, financial, and executive decision-makers.
About the job
The Role
We’re looking for a seasoned Enterprise Strategic 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 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.
Skills
Salesforce, B2B SaaS Sales, Enterprise Sales, Technical Sales, Contract Negotiation, AI, Machine Learning, Developer Tools, Cloud, APIs
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