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Own the technical side of enterprise sales by leading discovery, solution design, architecture discussions, proofs of concept, integrations, security reviews, and technical enablement. Translate customer infrastructure and LLM requirements into OpenRouter solutions, support deal strategy, troubleshoot implementations, and provide customer feedback to Product and Engineering.

Provides technical support for enterprise AI infrastructure customers, debugging code, APIs, logs, and upstream provider issues. Creates reproductions, assesses business impact, coordinates incident resolution, supports account reviews, communicates during outages, documents solutions, and feeds customer insights to Product and Engineering. The role requires 3–5+ years in external-facing B2B SaaS or API support, programming knowledge, observability tools, and SQL proficiency.

Develop and manage strategic enterprise accounts for OpenRouter’s AI routing and infrastructure platform. Own complex, multi-stakeholder sales cycles from prospecting through activation, build executive relationships, create account strategies, lead demos and negotiations, and close large enterprise deals. Contribute to go-to-market strategy, monitor AI and competitive trends, maintain accurate CRM forecasting, and attend conferences and client meetings with up to 30% travel.

Qualify inbound leads, educate prospects on LLM optimization and OpenRouter offerings, route high-potential opportunities to Account Executives, maintain CRM hygiene, collaborate with sales and marketing, and meet monthly quotas for qualified opportunities and meetings.

Lead and execute a partner strategy to build platform, product, and ISV partnerships. Manage strategic partner relationships, negotiate complex agreements, drive technical integrations, track partner-influenced customer acquisition and usage, and coordinate cross-functionally to scale onboarding, co-marketing, and revenue growth.

Build and execute a global indirect sales and partner strategy across cloud marketplaces, GSIs, distributors, and resellers. Own partner recruitment, enablement, co-sell motions, deal support, executive relationships, partner programs, incentives, and joint marketing to drive partner-sourced revenue and scale the partner organization.

Lead self-serve growth for OpenRouter: run paid media, SEO/AEO, conversion optimization, measurement/attribution, and forecasting. Own multi-channel paid budgets, manage agencies, run experimentation and incrementality tests, and partner with enterprise demand gen. Start hands-on and scale the growth team.

The role entails building relationships with enterprise clients, managing long sales cycles, and driving strategic sales in AI infrastructure. Responsibilities include generating leads, managing sales processes, collaborating with teams, and achieving revenue targets, with a focus on technical solutions for large organizations.

Build models, heuristics, and analytics that optimize model/provider routing and user experience for a large LLM marketplace. Partner with product and engineering to design user-facing data features, define product metrics, run deep analyses, and ship data-driven improvements tied to roadmap decisions. Scale analytical foundation in ClickHouse/dbt.

Build and run OpenRouter's third-party risk program for model providers, subprocessors, and SaaS tooling. Perform end-to-end security assessments, evaluate SOC 2/ISO reports and contracts, map vendor risk to compliance obligations (SOC 2, ISO 27001, HIPAA, GDPR, EU AI Act), implement tooling and automation, establish SLAs/tiering/monitoring, and drive risk decisions and remediation.