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As a Customer 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.
Job Responsibility:
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
Requirements:
5+ years as Sales Engineer, Customer 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
Nice to have:
Experience in a sales engineering role related to AI/ML technologies, LLMs, or machine learning platforms is a plus