Customer Engineer

About the role

OpenRouter is an open AI routing and infrastructure layer that enterprises use to access, manage, and optimize large language models across providers without lock-in, capacity constraints, or unnecessary cost. It helps AI teams move fast, scale confidently, and adapt as models evolve, supporting research, product, and production workloads.

As a Customer Engineer, you will lead the technical side of OpenRouter's enterprise sales cycles. You will partner with account executives to conduct discovery, deliver demos, architect solutions, and overcome technical objections. As a trusted technical advisor, you will help prospects understand how OpenRouter solves their specific AI challenges.

The role sits at the intersection of sales, engineering, and product, combining customer meetings, demo development, and product feedback to engineering.

• This is a full-time, remote role for applicants in the United States.

Responsibilities

• Lead technical discovery calls to understand prospects' AI/ML architecture, use cases, and requirements.
• Develop expertise in OpenRouter's products and solutions and how they solve business problems.
• Assess technical fit, including API integration, model requirements, data residency, and compliance requirements.
• Design and deliver customized product demonstrations for prospects' specific use cases.
• Create demos showcasing OpenRouter and manage proof-of-concept environments.
• Partner with account executives throughout the sales cycle, from discovery through close.
• Respond to proposals and technical questions from customers, and present at customer meetings, quarterly business reviews, and executive briefings.
• Address technical objections and competitive positioning, and support contract negotiations on technical terms, service-level agreements, and implementation timelines.
• Provide Product and Engineering teams with feedback on feature requests, competitive gaps, and market requirements.
• Contribute to product roadmap prioritization based on customer needs.
• Stay current on AI/ML trends and the competitive landscape.

Requirements

• At least 5 years of experience as a Sales Engineer, Customer Engineer, Solutions Engineer, or Solutions Architect in B2B SaaS, API, or infrastructure platforms.
• Strong technical background with hands-on experience in software development, APIs, or cloud infrastructure.
• Excellent presentation skills and the ability to explain complex technical concepts to varied audiences.
• Strong problem-solving skills and the ability to architect solutions under pressure.
• A customer-first mindset and a 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.

Candidates who do not meet every criterion are encouraged to apply if they are excited to join the team.