Strategic Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and oversee partnerships with the largest and most intricate enterprise clients.

• Foster long-term alignment between OpenRouter and the business strategy, technology roadmap, and AI adoption journey of accounts.

• Construct and manage outbound sales pipelines aimed at key decision-makers.

• Establish OpenRouter's value proposition early in the sales process.

• Maintain relationships and drive business development for a select number of strategic accounts.

• Create, document, and execute mutually beneficial account strategies.

• Develop and orchestrate executive relationships across CTO, CIO, CFO, and AI leadership roles.

• Manage the complete sales cycle from lead generation to closing and activation for substantial enterprise agreements.

• Conduct demonstrations, prepare proposals, and generate ROI analyses.

• Contribute to shaping the enterprise go-to-market strategy and establish repeatable processes and scalable engagement models.

• Keep abreast of AI trends, competitive landscapes, and regulatory developments.

• Provide insights and feedback to the product team.

• Participate in industry conferences, client meetings, and networking events.

⛳️ Requirements

• 7-10+ years of sales experience managing large, strategic accounts.

• Proven experience in selling complex technical solutions and closing seven-figure deals with a consistent record of exceeding quotas.

• Capability to excel in highly ambiguous and unstructured environments.

• Ability to create clarity, define processes, and independently navigate complex challenges.

• Demonstrated success in moving sales processes from inception to closure through intricate, multi-party, consultative sales.

• Ability to comprehend customer strategies and lead with value.

• Exceptional listening skills and the ability to become a trusted resource for C-level executives.

• Proficient in understanding complex technical and business issues and articulating how OpenRouter's platform can resolve them.

• Experience in selling technical or infrastructure products, such as AI/ML platforms, developer tools, cloud solutions, data services, or APIs.

• Competence in leading complex negotiations involving customized commercial agreements.

• Strong business acumen regarding pricing, contracts, and enterprise purchasing processes.

• Excellent verbal, written, and presentation skills.

• Positive demeanor and relentless work ethic.

• Keen interest in technology with a deep understanding of the AI/LLM sector.

• Meticulous CRM maintenance and experience with weekly/quarterly sales forecasting metrics.

• Experience in selling AI, ML, or developer-focused products is preferred.

• Familiarity with LLM ecosystems such as OpenAI, Anthropic, Google, and open-source models is preferred.

• Experience with global or multi-regional enterprise clients is preferred.

• Previous experience in startups or high-growth companies is preferred.

🏝️ Benefits

• Equity

• Up to 30% travel required (role-related travel)