Sales Engineer

As a Sales Engineer, you'll be the technical quarterback for OpenRouter's enterprise sales cycles. You'll partner with account executives to conduct discovery, deliver compelling demos, architect solutions, and overcome technical objections. You'll be the trusted technical advisor who helps prospects understand how OpenRouter solves their specific AI challenges.

This role sits at the intersection of sales, engineering, and product—you'll need to be equally comfortable in customer meetings, building demo environments, and providing product feedback to engineering.

• Lead technical discovery calls to understand the prospect's AI/ML architecture, use cases, and requirements.

• Develop expertise in OpenRouter’s products and solutions, and how they can be leveraged to solve business problems.

• Assess technical fit, including API integration, model requirements, data residency needs, and compliance requirements.

• Design and deliver customized product demonstrations showcasing OpenRouter's capabilities for prospects’ specific use cases.

• Create demos to showcase OpenRouter and manage proof-of-concept environments.

• Partner with AEs throughout the sales cycle from discovery through close. Respond to proposals and technical questions from customers. Present at customer meetings, QBRs, and executive briefings.

• Address technical objections and competitive positioning and support contract negotiations on technical terms, SLAs, and implementation timelines.

• Provide feedback to the Product and Engineering teams on feature requests, competitive gaps, and market requirements. Contribute to product roadmap prioritization based on customer needs.

• Stay current on AI/ML trends and competitive landscape.

• 5+ years as Sales Engineer, Solutions Engineer, or Solutions Architect in B2B SaaS/API/Infrastructure platforms.

• Strong technical background with hands-on experience in software development, APIs, or cloud infrastructure.

• Excellent presentation skills with the ability to explain complex technical concepts to varied audiences. Strong problem-solving skills and ability to architect solutions under pressure.

• Customer-first mindset with genuine desire to help customers succeed.

• Experience in a sales engineering role related to AI/ML technologies, LLMs, or machine learning platforms is a plus.