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OpenRouter is the 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. The company powers advanced AI teams by providing flexibility to move fast, scale confidently, and stay future-proof as models evolve.
As an Enterprise Business Development Representative, you will build qualified pipeline through outbound prospecting into target enterprise accounts. You'll partner with Enterprise Account Executives to open conversations with people building and buying AI infrastructure, owning account research, outreach, and initial qualification before handing off opportunities with clear customer context and agreed next steps.
Key responsibilities include:
- Partnering with Enterprise Account Executives to prioritize accounts, research their AI initiatives and model infrastructure, and identify relevant contacts across AI, engineering, platform, and IT leadership
- Prospecting through cold calls, personalized email, and LinkedIn to reach multiple stakeholders and connect their priorities to OpenRouter's value (model choice, reliability, cost efficiency)
- Leading initial discovery conversations to understand use cases, current approaches, challenges, and timing; assessing fit and securing next steps with Account Executives
- Maintaining accurate CRM records and providing Account Executives with clear handoffs including stakeholder details, qualification notes, and agreed next steps
- Nurturing promising accounts not yet ready to evaluate, using relevant developments to restart conversations when timing changes
- Testing and improving account selection, messaging, and outreach sequences with Sales and Marketing; using prospecting tools and AI to work effectively while maintaining accuracy and relevance
Requirements:
- 2+ years in an outbound BDR, SDR, or similar sales development role at a B2B technology company
- Track record of meeting or exceeding outbound opportunity or pipeline targets, with examples of accounts opened through own prospecting
- Experience prospecting into enterprise accounts and engaging technical stakeholders, with confidence to reach senior decision-makers
- Strong communication skills: ability to write concise, relevant emails, hold cold-call conversations, and ask questions that uncover customer needs
- Curiosity about AI and ability to learn a technical product and explain its value (engineering background not required)
- Strong organization and follow-through, including experience with CRM and sales prospecting tools
- Ability to work independently, take coaching, and improve approach as outbound playbook develops
Nice to haves:
- Experience with AI infrastructure, developer tools, cloud platforms, data infrastructure, or API products
- Familiarity with the LLM ecosystem (OpenAI, Anthropic, Google, open-source models)
- Experience at an early-stage or high-growth company
- Experience using product adoption signals to identify enterprise opportunities or selling products with consumption-based pricing
