Pricing Strategist - Go to Market Pricing

OpenAI

About the team The Pricing & Monetization team is responsible for how OpenAI products create and capture value. We partner closely with GTM, Finance, and Product to design pricing models, packaging, and commercial strategies that support adoption, growth, and long-term scaling of the business. To thrive in this team, you need to be a proactive problem-solver who excels at bringing structure to ambiguous challenges. Our work demands strategic thinking, cross-functional collaboration, and precision in execution. Team members succeed when they are analytical, detail-oriented, skilled at balancing multiple priorities, and passionate about driving high-stakes projects forward to deliver meaningful results. About the role We are looking for a Pricing Strategist to shape the pricing frameworks, commercial policies, and decision principles that govern our most consequential commercial decisions. This role works closely with senior leaders across GTM and Finance to define our overall pricing strategy for our sales managed segment as well as the key pricing guardrails and commercial pricing framework we enable to help our sellers and customers move fast and land mutually beneficial commercial agreements at scale. The ideal candidate is comfortable developing durable monetization frameworks and commercial policies, analyzing tradeoffs, and supporting high-impact decisions. They bring structure to ambiguity, communicate tradeoffs crisply, and know when an exception reveals a one-off need versus a broader opportunity to improve our commercial model. This role will report to the Head of Go-to-Market Pricing. In this role, you will - Develop frameworks and strategies that guide commercial pricing decisions. - Design commercial constructs—including commitments, incentives, and risk-sharing approaches—that address customer needs while supporting healthy unit economics and long-term growth. - Build and evolve discounting frameworks, guardrails, and approval principles that improve pricing execution, consistency, and speed across segments and deal types. - Partner closely with Sales, GTM Strategy, Finance, Legal, and Product to develop executable proposals and resolve complex commercial questions. You might thrive in this role if you - Have 6+ years of experience in a strategy role (e.g., consulting, bizops, etc.). - 3+ years of expertise in pricing and monetization. Experience with designing discounting frameworks and commercial constructs is a plus. - Have deep experience with enterprise software or technology commercial models; familiarity with usage- or consumption-based pricing is especially valuable. - Can design practical commercial constructs and discounting frameworks—not only analyze them—and understand how policy choices show up in frontline execution. - Are an excellent quantitative problem-solver who can build decision-useful models, pressure-test assumptions, and distinguish precision from false certainty. - Exercise strong commercial judgment across customer value, competitive dynamics, economics, and precedent risk. - Can influence senior stakeholders and hold a clear point of view while remaining collaborative, curious, and open to new evidence. - Communicate complex pricing choices in simple, decision-oriented language for both executive and customer-facing audiences. - Operate well in a fast-moving environment with incomplete information, balancing speed, rigor, and sound escalation judgment. - Care about building pricing approaches that are clear, fair, and aligned with how customers experience value. About OpenAI OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity.  We are an equal opportunity employer, and we do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, age, veteran status, disability, genetic information, or other applicable legally protected characteristic. For additional information, please see OpenAI’s Affirmative Action and Equal Employment Opportunity Policy Statement https://cdn.openai.com/policies/eeo-policy-statement.pdf. Background checks for applicants will be administered in accordance with applicable law, and qualified applicants with arrest or conviction records will be considered for employment consistent with those laws, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act, for US-based candidates. For unincorporated Los Angeles County workers: we reasonably believe that criminal history may have a direct, adverse and negative relationship with the following job duties, potentially resulting in the withdrawal of a conditional offer of employment: protect computer hardware entrusted to you from theft, loss or damage; return all computer hardware in your possession (including the data contained therein) upon termination of employment or end of assignment; and maintain the confidentiality of proprietary, confidential, and non-public information. 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