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OpenRouter is an AI routing and infrastructure platform that enables enterprises to access, manage, and optimize large language models across multiple providers without vendor lock-in, capacity constraints, or unnecessary costs. The company powers advanced AI teams by providing flexibility to scale confidently and remain future-proof as models evolve.
As a Customer Engineer, you will serve as the technical quarterback for OpenRouter's enterprise sales cycles in the APAC region. This foundational individual-contributor role sits at the intersection of sales, engineering, and product, requiring equal comfort in customer meetings, building demo environments, and providing product feedback to engineering teams.
Key responsibilities include:
- Leading technical discovery calls to understand prospects' AI/ML architecture, use cases, requirements, and assessing technical fit across API integration, model requirements, data residency, and compliance
- Developing deep expertise in OpenRouter's products and solutions, designing customized demonstrations, and managing proof-of-concept environments
- Partnering with account executives throughout the sales cycle from discovery through close, including responding to proposals, technical questions, and presenting at customer meetings, QBRs, and executive briefings
- Addressing technical objections and competitive positioning, supporting negotiations on technical terms, SLAs, and implementation timelines
- Providing feedback to Product and Engineering on feature requests, competitive gaps, and market requirements
- Supporting technical onboarding and adoption for APAC customers, serving as the regional point person for account health
- Assisting customers with technical issues during APAC business hours, including hands-on API and code-level debugging, with handoffs to US-based teams for deeper investigation
While the primary focus is pre-sales, the role includes additional Customer Support and Customer Success responsibilities as the regional team expands.
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, including reading and debugging code and troubleshooting API integrations
- Excellent presentation skills with 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
- Ability to operate autonomously as a foundational regional contributor while collaborating with globally distributed team, including maintaining flexible overlap with US colleagues
- Experience in sales engineering related to AI/ML technologies, LLMs, or machine learning platforms is a plus
