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OpenRouter is an AI routing and infrastructure layer that enables enterprises to access, manage, and optimize large language models across multiple providers without vendor lock-in or capacity constraints. The company powers advanced AI teams by providing flexibility, scalability, and cost optimization as the LLM landscape evolves.
As a Solutions Architect, you will be the technical backbone of the sales organization, partnering with Business Development Managers and Product Managers to translate complex customer requirements into winning technical strategies. You will work directly with engineering, infrastructure, and platform teams at major prospects and customers, helping them architect, integrate, and scale LLM usage on OpenRouter.
Key responsibilities include:
- Own the technical side of the sales cycle, leading technical discovery, solution design, and architecture discussions with customer engineering teams
- Run and support proofs of concept, scoping POCs, helping customers integrate, troubleshooting issues, and driving technical wins
- Translate business needs into technical solutions by understanding customer infrastructure, model usage, and constraints
- Serve as the credible technical voice in complex, multi-stakeholder deals, building trust with engineers and technical decision-makers
- Support deal strategy by navigating technical objections, security reviews, and enterprise procurement requirements
- Build reusable technical assets including demos, reference architectures, POC frameworks, and enablement content
- Partner cross-functionally with Product, Engineering, and Customer Engineering to bring customer feedback into the roadmap
- Stay current with the evolving LLM landscape, new models, providers, and infrastructure patterns
Requirements:
- 7+ years in a technical, customer-facing role in B2B SaaS (Solutions Architect, Sales Engineer, or senior technical Account Executive) with a strong track record supporting complex enterprise deals
- Deep experience with developer-centric infrastructure: cloud, Kubernetes, virtualization, networking, storage, or open-source infrastructure platforms
- Ability to engage deeply with technical stakeholders (engineers, architects, infrastructure teams) and business stakeholders, moving fluidly between both
- Track record of driving technical wins in sales cycles (POCs, architecture reviews, security reviews) that translate to closed business
- Strong hands-on technical curiosity; you build, break, and stay current because you want to
- Excellent communication skills explaining complex technical concepts to technical and non-technical audiences
- Experience operating in fast-growing, evolving environments where product, process, and priorities shift as the company scales
Nice to haves:
- Hands-on experience with Kubernetes, hardened/secure images, or private cloud infrastructure
- Personal projects involving AI agents, self-hosted models, or infrastructure tinkering
- Experience selling or supporting sales into healthcare, financial services, or regulated industries
- Experience building technical enablement or POC programs from scratch at early-stage or high-growth companies
- Familiarity with the LLM ecosystem (OpenAI, Anthropic, Google, open-source models) and multi-provider routing concepts
