Growth & GTM Strategy - B2B Monetization

About the Team

The GTM Strategy & Growth team is responsible for driving the expansion of our B2B business across both sales-managed and self-serve channels. We partner closely with Sales, Success, Product, Data Science, Finance, and Marketing to design and execute go-to-market strategies for new product launches, accelerate user acquisition, and unlock monetization opportunities. Our work spans from high-level strategy to hands-on execution, with a focus on enabling the broader GTM organization to operate at its highest potential. This team plays a critical role in shaping how our products reach and deliver value to customers.

About the Role

We’re looking for an exceptional person to join our GTM Strategy & Growth team, focused on B2B monetization. This role is ideal for someone who can operate as both a high-level strategist and a deep tactician – crafting scalable pricing frameworks while also diving into the nuances of individual deals. You’ll bring a strong understanding of complex deal cycles and sales negotiations, and play a key role in shaping how we monetize our B2B business.

You’ll lead pricing pilots and experiments, grounded in a nuanced view of customer behavior and willingness to pay, and use insights to inform broader monetization strategy. Success in this role requires a highly collaborative approach – you’ll work with a broad group of cross-functional stakeholders to deliver impactful, customer-informed pricing and packaging strategies.

This role is based in San Francisco, CA. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees.

In this role, you will:

• Define and evolve pricing and packaging frameworks in close collaboration with Business Operations, Product, Sales, Customer Success, and Finance teams.

• Develop and execute go-to-market strategies for pricing and packaging changes, including enablement and support for Sales and Support teams.

• Serve as a trusted advisor to the Sales team during active negotiations, and help craft bespoke pricing strategies for non-standard deals.

• Design and run pricing pilots and experiments in partnership with Sales; establish clear success metrics and rigorously analyze performance.

• Conduct market research to benchmark pricing models across the AI landscape and adjacent industries.

• Build models to evaluate the impact of pricing and packaging changes on revenue, margin, and customer retention in partnership with Data Science and Finance.

• Identify and assess new monetization opportunities as we expand our product portfolio.

You might thrive in this role if you:

• Have 7+ years experience in monetization, growth, business operations, or another role that marries strategy, sales, data, and operations in tech, finance or consulting.

• Deep understanding of B2B sales cycles and deal structuring, with experience supporting sales negotiations and crafting bespoke pricing strategies.

• Proven ability to take ownership of complex, ambiguous problems and drive them from concept to execution with clear strategic framing.

• Demonstrated success leading cross-functional initiatives across Sales, Product, & Operations, especially in fast-paced, evolving environments.

• Experience designing and executing pricing pilots or commercial experiments, with a strong grasp of customer psychology and behavior around pricing.

• Comfortable working with early-stage or rapidly scaling sales teams, particularly those focused on technical products.

• Highly organized and adaptable – able to prioritize across a dynamic portfolio of projects and quickly shift focus as business needs evolve.

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.

Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable law, including the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act. 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. In addition, job duties require access to secure and protected information technology systems and related data security obligations.

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