OpenRouter is looking for its first Account Executive to own and build the sales playbook for our AI platform, with a dedicated focus on the startup ecosystem. You will be the face of OpenRouter to founders, forge relationships with top VCs and accelerators, and help new companies scale with us from day one. This is a foundational role in a fully-remote team of roughly 15 people.
What You'll Do
- Drive new customer acquisition targeting annual recurring revenue from startup ecosystems in partnerships.
- Build accelerator partnerships with tier-1 programs like Y Combinator, Techstars, and Andreessen Horowitz portfolio companies.
- Create co-marketing initiatives with accelerators, including cohort-specific onboarding programs, exclusive demo days, and technical workshops.
- Develop promotions and pricing strategies tailored to startup budgets.
- Conduct technical demonstrations and represent OpenRouter at conferences, hackathons, and other events.
- Be visible and actively involved with the startup ecosystem through in-person networking and on social media.
- Manage sales cycle from initial prospect identification through contract negotiation and post-sales account management.
- Create market feedback loops between startup customers and internal product and engineering teams.
What We're Looking For
- 5+ years of B2B sales experience with demonstrated success selling technical products to developer and engineering audiences.
- Proven track record closing $100K+ annual contracts, including experience navigating multi-stakeholder technical evaluations.
- Knowledge of the startup ecosystem, including familiarity with accelerator programs, VC investment processes, and the unique challenges of selling to resource-constrained, fast-growing companies.
- Deep understanding of AI/ML landscape, including large language models, API architectures, and developer integration patterns.
- Exceptional presentation skills with the ability to engage audiences ranging from individual developers to C-suite executives and investor groups.
Nice to Have
- Prior experience in a startup-focused role at an AI/ML infrastructure, cloud platforms, or marketplaces.
Team & Environment
You'll join a fully-remote team of roughly 15 people. You'll work alongside world-class engineers in an environment that prizes clarity, autonomy, and rapid iteration.
Benefits & Compensation
- High impact and autonomy.
- Work alongside world-class engineers who value shipping over ceremony.
- Competitive compensation and meaningful equity in a venture-backed, high-growth company.
- Fully remote, plus regular on-sites for strategy and team-building.
- 100% medical, vision, and dental coverage for you and dependents.
Work Mode
This is a global, fully-remote position.
