OpenAI’s Zach Lawryk reveals how AI is fundamentally transforming go-to-market strategies, from AI-native selling methodologies to the future of consumption pricing. Learn why intelligence has become a commodity and how agent-powered workflows will reshape sales teams.

Jump into the conversation:

(00:00) Welcome to the episode

(05:16) The AI “aha moment” at Rippling

(12:19) OpenAI’s AI-native selling approach

(20:04) Evolution of sales roles in AI era

(28:54) Consumption vs. outcome-based pricing

(39:00) Future: 10-person billion-dollar companies

This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

Watch This Episode: https://youtu.be/KGHnF3vzV6A

Follow Zach on LinkedIn: https://www.linkedin.com/in/zlawryk/

More from The GTMshift: www.gtmshift.com

Subscribe to the newsletter: https://gtmshift.substack.com/

Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

AI-Native Selling: From Consumption Pricing to Agent-Powered GTM with Zach Lawryk