Strategic Enterprise Account Executive

OpenRouter, LLC; United States; Remote; USD 120,000 - 200,000; Full time

Job summary

OpenRouter, LLC is seeking an Enterprise Account Executive to own and expand relationships with its largest customers. You will drive multi-stakeholder enterprise deals and manage long sales cycles with technical, financial, and executive decision-makers.

You will lead the full sales cycle from prospecting to close, collaborate with product/engineering/customer success, and travel up to 30% to meet clients. A track record in AI infrastructure sales is preferred.

Qualifications

• 7+ years of B2B SaaS or platform sales experience.
• 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).
• 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.

Responsibilities

• Prospect and generate leads with enterprise-level prospects across industries.
• Build strategic relationships with C-level executives and AI decision-makers.
• Drive full sales cycle from outreach to contract negotiation and closing.
• Collaborate cross-functionally with product, engineering, and customer success teams.
• Meet or exceed revenue quotas with multi-year contracts and upsell opportunities.
• Stay informed on AI trends and competitive landscapes to guide strategy.
• Travel to industry events and client meetings up to 30%.

Skills

Enterprise sales

B2B SaaS

Six-figure deals

Executive engagement

Tools

Salesforce

Job description

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