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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.

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.

Own and grow OpenRouter’s developer community across Discord, Twitter/X, Reddit, and other channels. Lead moderation, contributor recognition, community programs, events, automations, and sentiment tracking. Build scalable playbooks and systems, recruit and support moderators, synthesize feedback for product and engineering, and represent OpenRouter publicly. The role is primarily digital with regular in-person event involvement and requires hands-on experience building with LLMs and their APIs.

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.

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.

Own the full sales cycle to drive new business and quota attainment. Build and maintain pipeline from inbound and outbound efforts, deliver technical demos, consultatively tailor solutions, gather competitive intelligence, develop partner relationships, and help create repeatable sales processes while collaborating with product, engineering, marketing, and customer success.

Act as the technical lead in enterprise sales: run technical discovery, design and deliver customized demos and POCs, assess API/cloud/model fit, address technical objections, support contract negotiations, and relay product feedback to engineering while staying current on AI/ML trends.

Manage model launches and provider onboarding in an AI marketplace, focusing on integration, QA, and internal tooling improvements.

The role involves building user-facing features, collaborating with product and design teams, and ensuring high-quality product delivery while optimizing performance across systems.