Account Executive

OpenRouter; New York (NY); On-site; USD 120,000 - 170,000; Full time

Job summary

OpenRouter is seeking an Account Executive to own the full sales cycle, from prospecting to close, across startups and enterprises in New York. You will build strategic relationships, deliver compelling technical demos, and drive measurable business impact in a fast-growing AI/ML platform.

You will work cross-functionally with marketing, product, engineering, and customer success, developing repeatable sales processes and helping scale our GTM.

Qualifications

• 5+ years of proven B2B sales success with quota attainment.
• Track record closing $100K+ annual contracts in multi-stakeholder sales.
• Experience in early-stage startups with limited resources.
• Ability to explain complex tech products to technical and business audiences.
• Deep AI/ML understanding, including LLMs, API architectures, and developer integration patterns.
• Excellent presentation and communication across all levels.
• Experience with CRM and sales tools.

Responsibilities

• Own full sales cycle from prospecting to close, targeting new business.
• Build and maintain a robust pipeline from inbound interest.
• Do outbound prospecting to startups and enterprises using our platform.
• Deliver compelling technical demos to developers, founders, and executives.
• Consult with customers to understand needs and tailor solutions with impact.
• Gather competitive intelligence to inform product and GTM strategy.
• Develop relationships with ecosystem partners and channels to access qualified prospects.
• Help build repeatable sales processes and playbooks with the team.
• Collaborate with marketing, product, engineering, and CS to optimize journey.

Skills

B2B sales

Quota attainment

Prospecting

Demonstrations

Communication

AI/ML landscape knowledge

CRM proficiency

Independent work

Tools

CRMs (Salesforce/HubSpot)

Sales engagement tools

API familiarity

Job description

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.

About You

• 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

Bonus Points

• 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