Senior Manager, GTM Strategy and Planning

About the Role

As the Senior Manager, GTM Strategy and Planning, you will shape and execute Workday’s go‑to‑market strategy across new offerings, business models, and ecosystem plays. The role requires cross‑functional collaboration, design and execution of high‑impact initiatives, and accountability for outcomes.

• Lead GTM strategy design for growth initiatives, including positioning, packaging, pricing, and selling AI capabilities across segments and regions.
• Architect the mid‑to‑long term evolution of our GTM model through optimization of structure, segmentation, coverage, and routes to market.
• Design and operationalize AI‑driven GTM motions (e.g., intelligent account prioritization, next‑best‑action plays, guided selling, persona‑based outreach) in partnership with Sales, Rev Ops, Marketing, and Product.
• Establish KPIs and diagnostic frameworks that measure impact, adoption, and ROI of strategic initiatives and GTM plays.
• Track progress, ensure transparency, and drive accountability for business outcomes.
• Build and maintain robust data models, scenario analyses, and experimentation frameworks to evaluate GTM hypotheses, including AI/ML models and LLM‑based workflows when appropriate.
• Craft compelling, data‑backed narratives and executive‑level presentations translating complex analytics into clear strategic choices and recommendations.
• Assess market and competitive landscape through internal and external research, benchmarking, and analysis to inform GTM strategy.
• Partner with cross‑functional teams across GTM, Product, Corporate Strategy, Business Ops, and Finance to co‑design and execute strategic initiatives from concept to global scale.

• 8+ years of experience in Enterprise SaaS GTM strategy, or top‑tier management consulting focused on Sales/GTM engagements with technology companies.
• 5+ years of proven record taking a GTM strategy from design to pilot to global scale, including structuring experiments, measuring impact, and iterating based on results.
• 8+ years of hands‑on experience with GTM and data platforms/tools (e.g., Salesforce, Clari, Snowflake, Sigma) and comfort working directly with data using Python and/or SQL.
• Experience designing or operationalizing AI‑driven workflows for GTM use cases (strongly preferred).
• Deep understanding of strategic and operational dependencies across GTM functions (Sales, Partners, Marketing, Professional Services, Customer Success, Rev Ops, etc.) and how AI and automation can augment these functions.
• Strategic and structured thinker with excellent problem‑solving, analytical, and financial modeling skills; able to move fluidly between big‑picture strategy and detailed execution plans.
• Highly motivated, impact‑driven, and comfortable with ambiguity; able to independently drive complex, cross‑functional initiatives with a keen eye for detail.
• Excellent communication, executive presence, interpersonal, and organizational skills, with a demonstrated ability to influence and align senior stakeholders.
• Passion for AI and its potential to transform how customers work and how GTM organizations operate, with a bias toward experimentation, learning, and continuous improvement.

Base pay range (primary location): $148,000 – $222,000

USD. Additional US locations: $140,600 – $249,700

USD. Compensation may also include a role‑specific bonus or commission and annual refresh stock grants.

Workday is an Equal Opportunity Employer, including individuals with disabilities and protected veterans. We are committed to providing a reasonable‑accommodation process for qualified individuals. Workday considers employment for applicants with arrest and conviction records in accordance with applicable law.