Account Executive

OpenRouter openrouter.ai Open · verified Sep 14, 2026

Remote US Full-time Mid-level Account Executive

Mid-level Account Executive role at OpenRouter. Remote, United States · full-time · $280,000–$300,000 base.

SalaryStated by OpenRouter

$280,000 – $300,000

Base salary for this role, in USD per year, as published in the posting.

Role brief

Growth Roles summary, based on the employer's posting.

What you'll do

You’ll run the full sales process, from prospecting through closing new business and meeting quota
You’ll grow pipeline through inbound demand and outbound outreach to startups and enterprises using the self-serve platform
You’ll lead technical demos and presentations for developers, founders, and C-suite buyers
You’ll uncover customer problems, tailor solutions, and show measurable business value
You’ll shape sales playbooks, share market needs with internal teams, and build partner channels

What you bring

You bring at least five years of successful B2B selling in a consultative environment, with quota results
You’ve closed annual contracts worth at least $100K and managed complex, multi-stakeholder deals
You’ve built processes in an early-stage company while adapting quickly with limited resources
You can explain AI and other technical products to both business and technical audiences
You’re comfortable with CRM systems and sales engagement tools, and can work independently

Who this fits

This role suits an entrepreneurial seller who understands large language models, API architectures, and developer integration patterns, and who can work with minimal oversight. It is a full-time remote position for someone based in the United States.

From the employer

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 an Account Executive, you'll own the full sales cycle and help build our go-to-market foundation. You'll be responsible for driving new business across multiple customer segments, building strategic relationships, and contributing to our overall sales strategy and processes. This role requires an entrepreneurial mindset with the ability to operate independently, build relationships, and thrive in a fast-paced environment where you'll have a significant impact on company growth and revenue.

What You'll Do

Own the complete sales cycle from prospecting to close, focusing on new business acquisition and quota attainment.
Build and maintain a robust pipeline based on strong inbound interest for our product
Conduct outbound prospecting and cultivate strong relationships with startups and enterprises using our self-serve platform, supporting them to scale usage across their organization.
Deliver compelling technical demonstrations and presentations to prospects ranging from individual developers, founders and C-suite executives.
Take a consultative approach to understand customer needs, identify pain points, and tailor solutions that demonstrate measurable business impact.
Gather competitive intelligence and enterprise customer requirements to inform product development and go-to-market strategy.
Develop relationships with key ecosystem partners, industry organizations, and channels to create systematic access to qualified prospects.
Contribute to building repeatable sales processes, playbooks, and best practices as we scale the sales organization.
Work closely with marketing, product, engineering and customer success teams to optimize the customer journey and drive growth.

What We're Looking For

5+ years of proven B2B sales success with demonstrated ability to meet/exceed quotas in a consultative selling environment
Track record closing $100K+ annual contracts and navigating complex, multi-stakeholder sales processes
Experience thriving in an early-stage company environment where you've built processes, adapted quickly, and operated with limited resources
Ability to understand and communicate complex technical products to both technical and business audiences
Deep understanding of AI/ML landscape, including large language models, API architectures, and developer integration patterns commonly used in AI applications.
Exceptional presentation and communication abilities across all organizational levels
Proficiency with CRM platforms and sales engagement tools
Entrepreneurial mindset with ability to work independently, prioritize effectively, and drive results with minimal oversight

Nice to Haves

Experience selling developer tools, AI/ML infrastructure, or API-first products
Previous experience as a first sales hire or early sales team member
Track record of building sales processes from the ground up
Familiarity with PLG (Product-Led Growth) motions and technical evaluation processes

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.