Startup Account Executive

About OpenRouter

OpenRouter operates the largest marketplace and routing layer for large-language models: 400+ models from 60+ providers are reachable through a single API, contract, and bill, eliminating infrastructure sprawl for developers and enterprises. We make AI “just work” so companies can focus on what they do best. We believe LLMs will be the most significant software market ever, and today, we’re the largest aggregator and discovery point. We serve over a million developers and route over $100m in annualized inference spend, backed by a16z and Menlo Ventures. We are a fully-remote team of roughly 15 people. Our culture is engineering-first and velocity-obsessed; we prize clarity, autonomy, and rapid iteration.

About the Role

As our first AE, you’ll own and build the playbook: connecting with founders, forging relationships with top VCs, accelerators, and incubators, and helping startups scale on OpenRouter from day one. You’ll bring technical curiosity, a love for the startup ecosystem, and a drive to make OpenRouter the go-to platform for the next generation of AI companies. This isn’t just a sales role—it’s a chance to define how we partner with the most ambitious early-stage companies building with AI.

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, to create systematic access to high-quality startup prospects.

• Create co-marketing initiatives with accelerators, including cohort-specific onboarding programs, exclusive demo days, and technical workshops that showcase OpenRouter's capabilities.

• 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, including X, Discord, and LinkedIn.

• 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 to ensure O

• penRouter's feature development aligns with emerging market needs.

About You

• 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 commonly used in AI applications.

• Exceptional presentation skills with the ability to engage audiences ranging from individual developers to C-suite executives and investor groups.

Bonus Points

• Prior experience in a startup-focused role at an AI/ML infrastructure, cloud platforms, or marketplaces.

What We Offer

• High impact and autonomy: Shape a business's roadmap at the center of the AI tooling ecosystem.

• Technical, fast team: 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.