7+ years of B2B SaaS or platform sales experience, focusing on enterprise accounts.
Proven track record in closing six- and seven-figure enterprise deals.
Experience with technical or infrastructure products; AI/ML platforms preferred.
Ability to engage and sell to both technical buyers and executive decision-makers.
Comfortable navigating ambiguity and helping define new categories.
Strong understanding of pricing, contracts, and enterprise purchasing processes.
Self-directed, collaborative, and focused on measurable outcomes.
Responsibilities
Prospect and generate leads from enterprise-level clients in various industries.
Build strategic relationships with C-level executives and technical decision-makers.
Manage the complete sales cycle from outreach to closing contracts.
Collaborate with product, engineering, and customer success teams for successful implementation.
Meet or exceed sales targets, emphasizing multi-year contracts.
Stay informed about AI trends and competitive landscapes to guide sales strategies.
Travel for industry events and client meetings, up to 30% of the time.
Benefits
Opportunity to influence the AI infrastructure landscape as businesses adopt LLMs.
Sell a product that delivers clear ROI in cost efficiency and scalability.
High visibility and ownership leading to direct company growth impact.
Competitive compensation package, including salary, commission, and equity.
Work fully remote, fostering a culture of autonomy and trust.
Full Job Description
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.
