Customer Engineer

Excerpt from the original posting

About OpenRouter 
OpenRouter is the open AI routing and infrastructure layer that enterprises use to access, manage, and optimize the best large language models across providers—without lock-in, capacity constraints, or unnecessary cost. We power some of the most advanced AI teams in the world by giving them the flexibility to move fast, scale confidently, and stay future-proof as models evolve.
As enterprise adoption of AI accelerates, OpenRouter sits at the center of how organizations operationalize LLMs across research, product, and production workloads.

About the Role 
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.

What You'll Do 
- 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

What We're Looking For 
- 5+ years as Sales Engineer, Customer Engineer, Solutions Engineer, or Solutions Architect in B2B SaaS/API/Infrastructure platforms

- Strong technical…

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