Pricing Strategist - Go to Market Pricing
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.
- 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.
Requirements
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.
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.
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.
Qualifications
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.
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.
Skills
Proactive problem-solving skills.
Strategic thinking and cross-functional collaboration.
Precision in execution.
Analytical and detail-oriented approach.
Ability to balance multiple priorities.
Passion for driving high-stakes projects forward.
Structuring ambiguous challenges.
Clear communication of complex pricing choices.
Collaboration and openness to new evidence.
Commercial judgment across customer value, competitive dynamics, economics, and precedent risk.
Benefits
Equal opportunity employer.
Comprehensive benefits package.
Flexible work arrangements.
Professional development opportunities.
Work-life balance initiatives.
Health and wellness programs.
Community engagement and volunteer opportunities.
OpenAI's commitment to diversity, equity, and inclusion.
Pay
$234K - $260K
Schedule
Full-time