Enterprise Account Executive
Mid-level Account Executive role at OpenRouter. Remote, United States · full-time · $280,000–$300,000 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Build an enterprise pipeline across tech, finance, healthcare, and e-commerce through outreach, CRM work, and events
- Develop trusted relationships with executives, CTOs, and AI leaders by matching solutions to their business needs
- Own each deal from first contact through demos, proposals, ROI cases, negotiation, and signature
- Coordinate with product, engineering, and customer success to support implementation and post-sale outcomes
- Deliver revenue goals through multi-year agreements, expansion, market insight, and competitive awareness
What you bring
- At least seven years selling B2B SaaS or platform products to enterprise accounts
- A record of closing deals worth six or seven figures
- Experience selling technical infrastructure, such as AI or ML platforms, developer tools, cloud, data, or APIs
- Skill presenting to both technical stakeholders and senior business leaders
- Commercial judgment around pricing, contracts, enterprise purchasing, and ambiguous new use cases
Who this fits
You’ll suit a self-directed, collaborative seller who can guide complex enterprise conversations and help customers shape emerging AI use cases. The role is remote within the United States, with travel of up to 30% for conferences, client meetings, and networking. You’ll work with substantial ownership while partnering across product, engineering, and customer success.
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
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.
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