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OpenRouter is seeking a Customer Engineer to serve as the technical quarterback for enterprise sales cycles. You'll partner with account executives throughout the sales process—from discovery and technical assessment through solution architecture, proof-of-concept management, and contract negotiation.
You'll lead technical discovery calls to understand prospects' AI/ML architecture, use cases, and requirements, then assess technical fit across API integration, model selection, data residency, and compliance. You'll design and deliver customized product demonstrations tailored to each prospect's specific challenges, create proof-of-concept environments, and present at customer meetings, QBRs, and executive briefings.
Beyond sales support, you'll address technical objections, competitive positioning questions, and negotiate technical terms and SLAs. You'll also serve as a bridge to Product and Engineering, providing feedback on feature requests, competitive gaps, and market requirements to inform roadmap prioritization.
You'll need 5+ years in a sales engineering, customer engineering, solutions engineering, or solutions architect role at B2B SaaS, API, or infrastructure companies. A strong technical background with hands-on software development, API, or cloud infrastructure experience is essential. You should be an excellent presenter capable of explaining complex technical concepts to diverse audiences, with strong problem-solving skills and the ability to architect solutions under pressure. Experience with AI/ML technologies, LLMs, or machine learning platforms is a plus. Above all, you need a customer-first mindset and genuine desire to help customers succeed.
