Reid Hoffman and OpenAI CFO Sarah Friar on where AI goes from here

Few companies have as much influence over AI’s trajectory as OpenAI. Reid Hoffman sits down with CFO Sarah Friar to understand the precipice of the moment we are in and the decisions that could shape what comes next for each of us. This conversation was recorded live as part of Masters of Scale Summit on October 21, 2026, at the Presidio Theatre in San Francisco. Subscribe to the Masters of Scale weekly newsletter: https://mastersofscale.com/subscribe See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

• 0:01Speaker 00

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• 0:49Speaker 01

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• 1:15Speaker 02

  Trust is earned. It's not, just doesn't just fall down on you like manna from heaven. It is earned. So it takes time. And it's grindy. About a third of those 1.2 billion people around the globe ask ChatGPT a health or wellness question every week. And if you go look in health deserts, that number spikes. It can be upwards of 80, 90% of all users are using it for health or wellness. We just announced this morning 100,000 advertisers on the platform. It's important because those 1.2 billion people, 90% of them can get AI for free because we're building a durable business model behind it. And free is important

• 2:00Speaker 02

  because our mission is AGI for the benefit of humanity, not AGI for the benefit of humanity who can pay for it.

• 2:10Speaker 00

  Hi, folks. Jeff Berman here. Masters of Scale Summit is happening right now in San Francisco. You will hear more of the phenomenal conversations from the summit stage on Masters of Scale, Rapid Response, and Pioneers of AI in the weeks ahead. But we wanted you to hear this one right away. In today's episode, our very own Reid Hoffman sits down with OpenAI Chief Financial Officer Sarah Friar. They discuss the frontier AI company's role in this extraordinary moment and what is coming next. Stay tuned.

• 2:51Speaker 02

  Okay, we should give a little hug.

• 2:52Speaker 03

  Yes, exactly.

• 2:53Speaker 02

  Okay, since we're in a Hertz conference, we get a little hug.

• 2:57Speaker 03

  Yeah, exactly. Well, it's, you know, super smart and, and, and super wonderful, I think is the right way to describe you. That would be the...

• 3:06Speaker 02

  I will give you the check.

• 3:08Speaker 03

  Yes, exactly. So let's start with, what is the kind of age that is the age of AI?

• 3:18Speaker 02

  Wow, that is a big question. Well, thank you for letting us be here. We are in an incredible moment to be alive. A lot of people talk about the age of AI as another industrial revolution, right? We light the rail tracks, we put up electricity wires, we kind of gave people the first taste of what it was like to get an extra hour of light in their homes. And I think we're in that early, early zone in the age of AI. But I think it's so much more than that. Sam has used this, this term, a renaissance of creativity and innovation. We announced yesterday the acquisition of a company called

• 3:59Speaker 02

  Orchestra Bio. And what is that? It's a platform for AI agents and scientists, so this is working together, to speed up drug discovery, drug delivery out into the world. Beyond that, if you look at, you know, our platform today at OpenAI, what we're seeing is people going from asking, so the kind of ChatGPT moment, to doing, so the Agentic moment, to actually really proactive. Everybody in the world can now have a virtual coworker. And, you know, what does that mean? For 1.2 billion people who use ChatGPT every week, that's a fifth of the world's population. And they might be asking something fairly

• 4:43Speaker 02

  prosaic, like, what do I make for dinner tonight for my picky kid? Or literally doing something that is life-changing. That's what we're talking about. And, and just a couple more comments on then what it means for OpenAI. We are seeing an incredible inflection in our business, too. So of those, you know, for example, in ads, we just announced this morning 100,000 advertisers on the platform, now offering in 89 different countries. But why is that important? It's important because those 1.2 billion people, 90% of them can get AI for free because we're building a durable business model behind it. And free

• 5:26Speaker 02

  is important because our mission is AGI for the benefit of humanity, not AGI for the benefit of humanity who can pay for it, or who live inside a corporation. Literally everyday people getting to benefit. And then I, we're going to talk about it, but it's, it's not without risk either. These models, you know, because I remember when you called me about Dolly, and you were talking about a panda riding a bicycle. And I was like, why is Reid Hoffman excited about a panda riding a bicycle? But we can talk about that later.

• 5:59Speaker 02

  But they're very powerful in areas like cyber. The bad guys are getting access to very powerful Chinese models. We need to make sure the good guys, the defenders, have the tools. This morning, The Journal just ran an article about PHP, where we've been working with them since the end of the summer, when we discovered using, actually, an N- minus-one model, 5-6-Sol, a set of vulnerabilities in PHP, which really means the internet. So about 70% of websites would have been impacted, would have brought down probably a lot of the internet. So we've been working in a very secret way to get those vulnerabilities fixed before the offense discovers them. And so happy to announce today that we've

• 6:44Speaker 02

  done that work. Is the work done? Definitely not. Is the bar going to keep getting raised? Absolutely. But yeah, the age of AI. I mean, I'm grateful to be alive.

• 6:55Speaker 03

  Yeah, what a time to be alive. So last year, we had Brené Brown on. And part of the thing for leadership, and leadership in these times where we're redefining the scope of how society, you know, industry operate, what it means to be human, what, where are we going? It's important to have the, the cycles to think about the, like, big questions, to make the space for that. So how do you do that? How does OpenAI do that? Given that the questions here are like the invention of electricity, the invention of the printing press. So how do you, how do you make that space for these kind of

• 7:39Speaker 03

  important, very big thoughts?

• 7:41Speaker 02

  Yeah. And, and happening, you know, the printing press or electricity happened a little bit at a much slower pace, although I bet if you lived then, you thought it was an incredible pace, by the way. To make the space, I mean, we've used a phrase called pacing the frontier. And pacing the frontier is really about, as we think about safety and alignment, giving our researchers and our whole company and the world to some degree time to digest, like, what are the implications? So right now, we have paced the frontier most recently by actually holding back our most powerful model, partially because we want to make sure it's, the safety and alignment is at a place where our researchers have

• 8:25Speaker 02

  a time to really think it through. That model is the model that solved the Navier-Stokes millennium math problem, and also about 350 more theorems have certainly moved along from a theoretical proof perspective. What I think a lot about internally, where I try to make the space is, theories are great, and we need to work closely with the scientific community on that. But what does it actually mean in practice? Like, you know, I was a material scientist. So I actually remember Navier-Stokes coming up, only because I think Stokes was Irish. So I was very taken by that. I'm Northern Irish, because you wonder why I'm going down that track. Hence the green shoes. But what does it really mean when you discover something in fluid dynamics from a theoretical math problem? It means

• 9:09Speaker 02

  now we actually can have thoughts on how to make heart valves in artificial hearts more, just more efficient, more effective. It means data center cooling actually can become more efficient, which means that when we go into communities and talk about water use, we now can talk about less water being required. It's about two Olympic swimming pool sizes, by the way, for a data center, particularly one with a closed-loop cooling system that uses about 300 households' worth of water per year. So it's not a big amount of water, but if we can make that 100 households, suddenly it's a much better conversation with the communities. So to me... Finding the time is about allowing that pacing of the frontier.

• 9:52Speaker 02

  It's allowing, like if you saw us at work, we really try to, we just had an offsite last week at Sam's house. It's Friday and Saturday. We, you know, you give up all your time to sit down and have these much deeper conversations. So unlike a lot of, you know, having grown up somewhat in corporate America, you did offsites and it was to talk about like, what's our revenue going to look like next year or next quarter? And how are we going to think about headcount and so on? Like we, I would say that shrinks back a lot. That's still my job. Make sure we have a strong financial footing. But most of the space is for these much bigger conversations. And of course, it's how do we engage with the world writ large as we have those conversations and help people understand the pace at which we're moving.

• 10:36Speaker 00

  Yeah. Well, one of the key things is trust because trust in all institutions is at an all time low, right? I mean, it's, it's, it's actually disastrous for society. It's disastrous for us functioning. And obviously it makes business itself difficult, but given AI and given the problem is, is that most people are like, ah, what's going on? What's, what's, what's the work? What's the effort to try to build some understanding and trust? Like what, what are you doing? What is OpenAI doing? What could people do to kind of help understand that?

• 11:10Speaker 02

  Yeah. So first of all, trust is earned. It's not just, doesn't just fall down on you like manna from heaven. It is earned. So it takes time and it's grindy because, you know, I always call it, you're filling the bucket because we all, the things will happen where you take, I always tell my kids, like you'll take stuff out of the bucket, but you've got to fill the bucket. I would start by saying something like healthcare is actually a very strong footing for us in a world where people do trust AI and healthcare together. So of those 1.2 billion people around the globe, about a third ask ChatGPT a health or wellness question every week. And if you go look in health deserts, like West Texas, for example, is a health desert,

• 11:55Speaker 02

  that number spikes. It's not a third. It can be upwards of 80, 90% of, of all users are using it for health or wellness. So that's kind of a starting point where consumers feel it. Then we can create tools for physicians, which we've done. And to me, that's important because if you look at AI and the world of medicine, there's a lot we can talk about, you know, better, faster drug discovery, right? And Boston Children's Hospital, they gave us genetic data, diagnostic data, scientific literature. And today I think they gave us something like 300 plus not yet resolved diseases to try to resolve. And today we've gotten to 40. So still a lot to get, but what does that 40 mean?

• 12:37Speaker 02

  It means answers for families who didn't have an answer before. But for physicians, a lot of what happens, or nurses, like the whole gamut, a lot of their work is paperwork. My brother is a doctor in the UK, in the NHS. He's an HDU doctor. What that means is if you show up in the ER, his job is to right away triage you. If you're having a heart attack, you go to cardio. If you've got a gunshot wound, you go to trauma. But mostly you don't know. And that, and you do not want to show up in front of my, my brother. That is not because he's not a doctor, but it means not good things are happening for you.

• 13:15Speaker 00

  You're in trouble.

• 13:16Speaker 02

  Do you think that this man wants to do paperwork in that moment? Let me fill out a form. He's like, no, I'm in. What can I do? And when I talk to him about how much he does, spends time on paperwork, we can shrink that. So then if you think about how we work with enterprises, we work with some of the largest hospital chains in the world. And there we just did a proof of concept that showed HCA, which is the largest in the US, that we could speed the time a patient spends in hospital, lowering it by 25%. What that means is those patients get out of hospital faster into community medicine and they're not getting sicker. Cause often if you hang around in a hospital too much, you will actually just catch the next disease.

• 13:58Speaker 02

  So it's a way to talk about the unified platform that OpenAI is building. Consumers to individual, you know, it could be a dentist's office, a doctor's office to a large enterprise. And it's important that we're touching all three, which comes back to your question of trust, because then you start earning trust because you're showing up, creating outcomes and you're not just telling the world, trust us, AI is great. You're actually showing what these magical outcomes can be.

• 14:29Speaker 00

  So one of the things that kind of throws people off, and I think it's good for Sam to have said things like this, which is you have to accept some of the bad things, some of the risks, et cetera, because that is what the path looks like in order to deploy to the good things. What's the way that, that kind of you're, because you know, one of your primary jobs is also navigation of risk. How do you get both like from your approach and also OpenAI, I think, okay, here's how we navigate risk in order to get these good things?

• 14:59Speaker 02

  So first of all, it's deeply embedded at the company level through our mission. So AGI for the benefit of humanity. If we don't manage risk, we will not be able to achieve the mission. And so that actually is a very strong alignment function for us internally, because then every decision we make, from small to really big ones, has to come back to say, is it mission aligned? So in terms of the managing of risks, sometimes, again, it's always actions speak louder than words, right? In the case of, of models that are very cyber capable, we have both, number one, held back models till we're sure.

• 15:41Speaker 02

  That's not necessarily great for business in the short run, but it's absolutely mission aligned and I believe good for business in the long run. Second is to do the work, right? With something like what we saw with Agentic swarms, making sure we feel it's safe to now start repacing at the frontier. And then I think the third thing is going out into the world, like there's risk inside of our business, but frankly, I feel like I've been on a personal world tour to remind everyone where we are with cyber and the need to patch those vulnerabilities because it's starting to happen. I think, I was in Europe, I don't think, last week I was in Europe, bad tick, I was in Europe.

• 16:23Speaker 02

  And one of the news reports was a supermarket chain in France where hackers had gotten into their systems and turned up the temperature on their freezers, spoiling all of the frozen goods. Like that is the sort of hacking that we have not really seen historically before we've thought about ransomware and trying to break into banks to steal money. But this is going to start happening in many, many other ways. I started my career actually covering infosec. So I've seen the original viruses, Nimda Code Red. So we're just on a continuum of that. But again, the speed is ticking up. And I think part of earning trust is showing people like this is where we're going and

• 17:03Speaker 02

  then providing them frontier tools to be on the defense.

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• 18:36Speaker 04

  Humans will never be more intelligent than AI.

• 18:40Speaker 05

  There's going to be two types of companies. Those are great at AI and those that went out of business because they weren't.

• 18:45Speaker 06

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• 19:22Speaker 03

  So one of the things is the risk is going to have to be managed, not just from OpenAI, but from the industry, from governments, from banks, from folks with frozen good freezers, et cetera. How do you kind of help? Like, how should each people think about their responsibilities? What is your hope for? What is the various ways to work together? Either companies and companies, industries, government? How do we collectively navigate these risks?

• 19:51Speaker 02

  Yeah, so first of all, at the industry level, I mean, first of all, it's just getting started, right? We are seeing some really major shifts happen. And we have a phenomenal economic research team. And some of the data they put out in September showed, if you look at on our platform and we get to see a broad swath of what are companies doing today? The frontier firms that we define as kind of the top 10% of companies in the world, the number of agentic tokens they're using today versus even just an average firm is about 8X. And that number has gone from about 2X back in January. So actually, the pace of companies using technology has really started to accelerate for the frontier.

• 20:34Speaker 02

  And if you're average or God forbid, below average, you cannot get left behind. And I'll give you another stat. At OpenAI internally often say, we have this benefit of living in the future. Let's not waste it. So if you were to look at our agentic token use, it's 33X the frontier. So my belief is in a year from now, two year from now, the frontier firms will have caught up to us. The traditional firms will have caught up to the frontier. And so that growth is happening, that transformation is happening. Of course, what does that really mean inside of companies? That means you're probably starting with things like coding tools. You've now started to deploy cyber. You're starting to deploy knowledge work, like Dots, the product we just rolled out. So the virtual assistant, mine is called Una.

• 21:19Speaker 02

  She has a fine Irish name because Una was the wife of Finn McCool. If you know any Northern Irish mythology, he was the giant, but his wife was the brains of the operation. She was Una, is my brains of the operation. Female power. But they're starting to roll out that knowledge work where people literally have that virtual coworker. And then they're starting to transform based on their vertical, like a life sciences company, a chip design company, you name it, a bank or by horizontal. Like actually, what I'm seeing in the office of the CFO, right? I'm trying to do finance like no one's ever done it before. We are doing finance like no one's ever done it. So that's kind of one way is how do we talk to companies and make it real? By the way, we just announced this morning, we're live on GCP on Google.

• 22:04Speaker 02

  So we now can meet our customers on every cloud that exists, all the big ones, Amazon, Azure, GCP, Oracle. That's going to be a huge tailwind into 2027. On the government front, it's also about going to meet governments where they are. The reason I was in Dublin is Ireland right now has the presidency of the EU. I wanted to spend time with the Taoiseach because I'm probably one of the few people that can say his title correctly.

• 22:31Speaker 03

  Yes, and but do tell them what it is because while I know what Taoiseach is.

• 22:34Speaker 02

  Taoiseach is the Prime Minister, effectively, or President, whatever your title, but Taoiseach and Taoiseach.

• 22:41Speaker 02

  Because we really want to make sure continents like Europe don't get left behind, right? In that top 10% of frontier firms that we see, only 10% of them are European based. So what's that going to mean for GDP growth in Europe? Like, you do not want to get left behind again, like you did to some degree in the internet revolution. So it's both bringing governments along, but also recognizing, look, we are talking about having regulation that makes sense for frontier labs. And today, we work with organizations like Cassie here in the US, ASI, the AISI in the UK. But you have to find people who can actually keep pace with you. Those two organizations do. But I think those are some of the main ways,

• 23:25Speaker 02

  like inside of organizations, meeting them where they are, solving their actual problems, not some sort of made up, like here's what you could do, here's what you can do. And then governments showing up and making sure we're part of the conversation.

• 23:40Speaker 03

  So our theme for Masters of Scale Summit this year is our agency. It's not just because I wrote this book, Super Agency, which I know you have a copy of.

• 23:50Speaker 02

  I do.

• 23:51Speaker 03

  Because I sent you one.

• 23:54Speaker 02

  No, no, no, I bought it off the shelf at five times.

• 23:59Speaker 03

  Yes, but we actually talked about it. So it wasn't, it wasn't, it wasn't, it wasn't meant to be quite so self deprecating, but it is entertaining. So, so one of the reasons I did this is because it's really important and part of the reason why we're doing the summit this way. It's really important to realize that agency is some degree of mindset. Like, people worry about AI because they worry about it's like, it's like taking my agency from me. It like takes my job, it takes my cognition, it takes, you know. And it's like, no, no, that's a question of mindset, how you approach it, how you engage it. So how, how do you think about how the world at large, not just the builders of these amazing AI, should think about their agency?

• 24:43Speaker 03

  And how should they, they kind of embody their agency with AI?

• 24:48Speaker 02

  Yeah, so, I mean, first of all, I just find extremist conversations so frustrating. There's so much nuance and shades of everything between white and whatever color we're going over here.

• 25:05Speaker 02

  The reality is, if we go to the world of jobs to start with, jobs are changing, but actually, work is changing inside of jobs. Again, what we see in our research is about, if you look at someone's job title, but then how they use ChatGPT, they only use it for about 40% of what their job title says. Let me make that a little more real. As a finance person, if you show up with a finance job title today on our platform, you do about 25% of your tasks on ChatGPT. They're truly financial, like run me a DCF or God, now I've started to talk in finance, it's scary. Okay, do a reconciliation of treasury or whatever. 25% are engineering tasks. What does that mean?

• 25:49Speaker 02

  It means everyone has now become a builder. I am like set free to now build sites, to build, like whether it's for fun stuff to professional stuff in a way that, you know, I've done more coding in the last two months than from way back when I actually was an engineer. And now the coding language for me is English. I just talk to my computer. I don't even tippy tap anymore. So 25% is engineering, 25% is marketing, which gladdens my heart because I tell finance people all the time, if you don't realize you're in sales, you are losing because you need to go sell. You need to sell an annual plan. You need to go sell a change to a number.

• 26:29Speaker 03

  Budget.

• 26:29Speaker 02

  Sell a budget. You really need to sell a budget. Particularly at OpenAI, keeping people to a budget is a sales motion in and of itself. So people's jobs are really changing. Again, sorry, because Dublin is very fresh in my mind. I did an event on Monday night. You know, I have a nonprofit on the side or that I do with an amazing co-founder called Ladies Who Launch. So it was about 250 to 300 women in the room. And just this excitement on stage of them talking about how empowered they felt, how much agency they had gotten back. They were talking about, oh, my goodness, when I did my first startup and I used to be awake to the wee small hours creating the pitch deck because I had, you know, my two kids, I had to get them to bed and then I would start the work.

• 27:12Speaker 02

  Or then I would walk into these meetings to fundraise and people would blind me with like DCF type terms that I didn't know what that meant. Now I just sit there and I ask chat and I feel so empowered. Two, I was talking about it earlier in the green room. One of my best examples was Lynda.ai. This is a company built by two sisters in Dublin. Their dad is a dentist. He had a receptionist, which is their word, called Lynda. And their whole lives was how do we clone Lynda? Because Lynda was so good. They have cloned Lynda in Lynda.ai. Lynda.ai worked with Lynda to call the 600 people he had in his, you know, in his contacts

• 27:57Speaker 02

  to say, hey, you should come in and get your teeth cleaned or looked at or whatever. Three days later, because Lynda.ai doesn't stop, Lynda.ai had 250 new scheduled patients coming in. So it's great for the dentist, it's great for the people and it's great for teeth. And that to me is agency coming back into the world in really optimistic ways. I am super optimistic for the builders of the world because they are empowered like never before.

• 28:27Speaker 03

  100%. So we only have a couple of minutes left. And by the way, thank you for the gymnastics. I know you did on your calendar in order to get here and be with us.

• 28:36Speaker 02

  For you, it's always worth it.

• 28:37Speaker 03

  No, but I actually think it's worth sharing. Where are you going to next and why?

• 28:44Speaker 02

  Okay, so I'm running out the door. For Reid, I will make everything work. But today I'm supposed to be in Savannah, Georgia, which I'm super excited to go to. We have a new powered land site that's going to become a large data center. And I want to go spend some time with the community because data centers are clearly, can be a contentious conversation.

• 29:11Speaker 02

  For communities, they can be really good. They bring jobs, like really high skilled jobs, like Abilene, Texas, that West Texas that I was just talking about. They bring electricians, HVAC. We do a lot in the community to actually give people those skillsets. And so we find a lot of the unions actually are quite excited by what's coming. In Georgia, what we've done is given the community an $80 million grant that they can deploy over five years. But they get to decide what it means, like what do they want to do? And the very first ask that came to me was, we would like to pay for free school dinners or free school lunches. And I was like, absolutely. Like, how much is it?

• 29:56Speaker 02

  It's like $4.5 million. I'm like, that is an easy decision. And since we did that, the number of the uptake on this free lunch has gone up 50%. It's not to give us like a huge amount of kudos. I'm actually saying it because I think this is where you earn trust. You go, you listen, you hear concerns, you talk about how you're mitigating, you bring communities along, but most importantly, you show up and you don't tell them what they need to do. You ask them. And I think this is the important part about reindustrializing America right now. In totality, AI is probably adding about a point to GDP, depending on how you cut it.

• 30:36Speaker 02

  That is growth, growth begets better outcomes, I think, for the nation writ large. And this is why I want to see growth, not just here, but I'd like to see it back in my homeland. I'd like to see it back in my home continent. I would like to see it around the world. And I think I'm, you know, like we said at the beginning of this talk, there's never been a better time to be alive. We need to figure out how to embrace while managing the risks. But how cool that we get to do this.

• 31:03Speaker 00

  So you can see why I wanted to open with Sarah. Let's give her a hand.

• 31:08Speaker 02

  Thank you.

• 31:14Speaker 00

  Thanks so much to OpenAI's Sarah Friar for joining us at the 2026 Masters of Scale Summit. This conversation was recorded live at the Presidio Theater in San Francisco. For more from the event, be sure to check out our YouTube channel. We all know the really prominent technology podcasts out there, but they're not actually helping the majority of people understand this space. With Future Proof, that's what we want to do. We want to talk to everyone from the top AI labs to the real builders, the people who are rolling up their sleeves, building this technology on a day-to-day basis. I'm Reid Alberdotti. I've been covering technology for more than a decade.

• 31:56Speaker 00

  If you want to really learn, whether you're in the tech industry, adjacent to it, or just curious about it, subscribe to Semaphore's Future Proof wherever you get your podcasts or watch it on YouTube. Hey, listeners, Bob here. If you listen to Rapid Response on Masters of Scale, you may be missing half the show because every Friday, we release a second Rapid Response exclusively in the Rapid Response feed. The guests and topics are just as compelling and timely, from Ford CEO to NASA's administrator to the lessons from the devil wears Prada. It takes about 10 seconds to find. Just search Rapid Response wherever you listen to podcasts and hit follow to make sure you never miss an episode.

• 32:41Speaker 00

  I hope to see you there. Masters of Scale is a Wait What original. Our executive producer is Eve Trow. Senior supervising producer is Tricia Bobita. Associate producer is Masha Makatenina. Video editor is MG Frederick. Senior talent executive is Stephanie Stern. Mixing and mastering by the audio boys themselves, Aaron Bestinelli and Brian Pugh, with original music by the remarkable Ryan Holiday. Visit mastersofscale.com to find the transcript for this episode and to subscribe to our newsletter and be sure to subscribe to our YouTube channel.