Senior Principal, GTM Strategy

About The Team

The Global Customer Operations (GCO) Strategy and Planning team leads go‑to‑market (GTM) strategy development and business planning across GTM functions. They transform ideas into decisions to accelerate growth, deliver high‑priority initiatives, and evolve the GTM model. The team focuses on cross‑functional GTM including Revenue, CX, and the Partner ecosystem.

As Senior Principal, GTM Strategy, you will drive GTM strategy to bring the Workday platform to customers and partners. You will support high‑impact strategic initiatives, partner with GTM leadership, and shape strategy, operating models, and investments to drive adoption and growth.

• Lead GTM strategy design for growth initiatives in new AI offerings, services, success motions, and customer engagement models.
• Evolve the GTM operating model including role design, engagement playbooks, and handoffs across the customer lifecycle.
• Architect the mid‑to‑long‑term evolution of the GTM model through optimization of structure, segmentation, and coverage models across Revenue, CX, and Partner teams.
• Partner with GCO and CX leadership to shape investment theses and business cases for new or scaled motions.
• Define KPIs to measure impact, ROI, and adoption of CX strategic initiatives.
• Craft compelling data models, insightful analytics, and executive‑level presentations for strategic recommendations.
• Assess market trends, competitive benchmarks, and AI‑driven advancements to inform GTM strategy choices.
• Design and run pilots for new GTM motions, ensuring clear hypotheses, success metrics, feedback loops, and plans to transition from pilot to global scale.
• Collaborate cross‑functionally across GTM, Product, and Finance on execution.

• 14+ years in Enterprise SaaS GTM strategy or top‑tier management consulting.
• 10+ years of proven track record of taking GTM strategy from design → pilot → global scale, including experience structuring experiments, measuring impact, and iterating based on results.
• 8+ years solid understanding of GTM interdependencies (Sales, Partners, Services, Success, Support, Rev Ops).
• 8+ years experience with GTM OKRs and metrics including CX/post‑sale metrics (e.g., NRR, NPS, CSAT, adoption, value realization).

• 11+ years in Enterprise SaaS GTM strategy or top‑tier management consulting.
• 8+ years of proven track record of taking GTM strategy from design → pilot → global scale, including experience structuring experiments, measuring impact, and iterating based on results.
• 6+ years solid understanding of GTM interdependencies (Sales, Partners, Services, Success, Support, Rev Ops).
• 6+ years experience with GTM OKRs and metrics including CX/post‑sale metrics (e.g., NRR, NPS, CSAT, adoption, value realization).

• Strategic thinker with strong analytical, modeling, and problem‑solving capabilities.
• Strong executive presence; ability to influence senior stakeholders across functions.
• Adaptable, impact‑driven operator comfortable in fast‑paced, ambiguous environments.

Primary location:
Base pay range: $207,600 USD – $311,400 USD.
Additional US locations: $197,200 USD – $350,300 USD.

The annualized base salary ranges are listed above. Workday pay ranges vary based on location. As part of the total compensation package, the role may be eligible for the Workday Bonus Plan or a role‑specific commission/bonus, as well as annual stock grants. Compensation offers are based on geography, experience, job duties and business need. For more information about Workday’s benefits, please contact recruiters.

07/19/2026

Workday balances in‑person and remote time. For most roles, you will spend at least half (50%) of your time each quarter in the office or field with customers, prospects, and partners, and can create a flexible schedule that suits your needs.

Workday is an equal‑opportunity employer. We consider qualified applicants with arrest and conviction records. Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans. Workday is committed to an accessible and inclusive hiring experience. If you require assistance or an accommodation, please email