Strategic Enterprise Account Executive

OpenRouter

8d • Remote

About The Position

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.
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.

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 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.

Responsibilities

• 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).

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed
• Number of Employees: 1-10 employees