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Strategic Account Executive

OpenRouter· GTM
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Remote$280k - $300kFull-timePosted 1mo ago

About the role

Strategic Account Executive responsible for developing partnerships with the largest and most complex enterprise customers, aligning OpenRouter’s AI infrastructure solution with customers’ business strategies, technology roadmaps, and AI adoption journeys. Focus on multi-stakeholder, long sales cycles, and strategic AI infrastructure conversations with technical, financial, and executive decision-makers.

Responsibilities

  • Proactively build and manage a robust pipeline of high-impact outbound sales campaigns to identify and engage key decision-makers at target accounts, establishing the value proposition early in the sales cycle.
  • Be accountable for the relationship and business developed between OpenRouter and a limited number of Strategic Accounts
  • Build, document, and implement account strategies that are mutually beneficial to the customers you manage and OpenRouter
  • Build, develop, and orchestrate multi-level executive relationships across CTO, CIO, CFO, and AI leadership
  • Own the full sales cycle from lead to close to activation for large enterprise deals, including demos, proposals, and ROI analyses
  • Contribute to shaping our enterprise go-to-market strategy and building repeatable processes and scaled engagement models
  • Stay abreast of AI trends, competitive landscapes, and regulatory changes to inform sales strategies and provide feedback to the product team
  • Attend industry conferences, client meetings, and networking events (up to 30% travel required)

Qualifications

  • 7-10+ years of sales experience managing large, strategic accounts, selling complex technical solutions, and closing seven-figure deals with consistent overachievement in quota
  • Demonstrated ability to thrive in highly ambiguous, unstructured environments, with a proven capacity to create clarity, define processes, and navigate complex challenges independently.
  • A proven track record of moving sales processes forward from inception to close by leading complex, multi-party sales in a highly consultative manner, understanding customer strategies and leading with value
  • Great listening skills and the ability to quickly become a trusted resource for C-level decision-makers across technology and finance organizations
  • An ability to understand complex technical and business problems and articulate how OpenRouter's platform can address them
  • Experience selling technical or infrastructure products (AI/ML platforms, developer tools, cloud, data, or APIs)
  • Proven ability to lead complex negotiations involving bespoke commercial agreements, with strong business acumen around pricing, contracts, and enterprise buying processes
  • Superior verbal, written, and presentation skills
  • A positive attitude and tireless work ethic when encountering blockers to success, whether external or internal
  • Strong interest in technology and a deep understanding of the AI/LLM space
  • Meticulous approach to CRM hygiene and experience utilizing thorough sales forecasting metrics on a weekly/quarterly basis and communicating them in a succinct manner

Skills

Required:Sales leadership in strategic accountsExecutive relationship managementNegotiation and contract management

Benefits

  • OTE $280K – $300K • Offers Equity
  • Remote (US)
  • Remote work type
Last updated Sep 16, 2026. Interested? Apply on the company site.
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About OpenRouter

The Unified Interface For LLMs

A router for LLMs and other AI models

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