Description
Compensation
OTE $280K – $300K • Offers Equity
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
As a Strategic Account Executive, you will develop our partnerships with our largest and most complex enterprise customers by creating long-term alignment between OpenRouter and your accounts' business strategy, technology roadmap, and AI adoption journey. This is a high-impact role focused on multi-stakeholder deals, long sales cycles, and strategic AI infrastructure conversations with technical, financial, and executive decision-makers.
What You’ll Do
- Proactively build and manage a robust pipeline of high-impact outbound sales campaigns to identify and engage key decision-makers at target accounts, establishing the value proposition early in the sales cycle.
- Be accountable for the relationship and business developed between OpenRouter and a limited number of Strategic Accounts
- Build, document, and implement account strategies that are mutually beneficial to the customers you manage and OpenRouter
- Build, develop, and orchestrate multi-level executive relationships across CTO, CIO, CFO, and AI leadership
- Own the full sales cycle from lead to close to activation for large enterprise deals, including demos, proposals, and ROI analyses
- Contribute to shaping our enterprise go-to-market strategy and building repeatable processes and scaled engagement models
- Stay abreast of AI trends, competitive landscapes, and regulatory changes to inform sales strategies and provide feedback to the product team
- Attend industry conferences, client meetings, and networking events (up to 30% travel required)
What We’re Looking For
- 7-10+ years of sales experience managing large, strategic accounts, selling complex technical solutions, and closing seven-figure deals with consistent overachievement in quota
- Demonstrated ability to thrive in highly ambiguous, unstructured environments, with a proven capacity to create clarity, define processes, and navigate complex challenges independently.
- A proven track record of moving sales processes forward from inception to close by leading complex, multi-party sales in a highly consultative manner, understanding customer strategies and leading with value
- Great listening skills and the ability to quickly become a trusted resource for C-level decision-makers across technology and finance organizations
- An ability to understand complex technical and business problems and articulate how OpenRouter's platform can address them
- Experience selling technical or infrastructure products (AI/ML platforms, developer tools, cloud, data, or APIs)
- Proven ability to lead complex negotiations involving bespoke commercial agreements, with strong business acumen around pricing, contracts, and enterprise buying processes
- Superior verbal, written, and presentation skills
- A positive attitude and tireless work ethic when encountering blockers to success, whether external or internal
- Strong interest in technology and a deep understanding of the AI/LLM space
- Meticulous approach to CRM hygiene and experience utilizing thorough sales forecasting metrics on a weekly/quarterly basis and communicating them in a succinct manner
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