Senior Principal, GTM Strategy

As the Senior Principal, GTM Strategy at Workday, you will play a critical role in driving the GTM strategy forward to bring the power of the Workday platform to our customers and partners. You will work cross‑functionally across all levels of the organization, support the design and execution of high‑impact strategic initiatives, and ensure accountability for results.

• Lead GTM strategy design for growth initiatives in new AI offerings, services, and success motions, as well as 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 (e.g., new PS/WSP offerings, proactive support models, scaled success).
• 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.

• 11+ years in Enterprise SaaS GTM strategy or top‑tier management consulting.
• 8+ years of proven track record of taking a GTM strategy from design to pilot to global scale, including experience structuring experiments and measuring impact.
• Solid understanding of GTM interdependencies (Sales, Partners, Services, Success, Support, Rev Ops) and experience with GTM OKRs and metrics, including CX/post‑sale metrics such as NRR, NPS, CSAT, adoption, and 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.

Base pay ranges (USD):
Primary location, Denver: $207,600 – $311,400
Additional U.S. locations: $197,200 – $350,300

Workday is an Equal Opportunity Employer, including individuals with disabilities and protected veterans. We consider qualified applicants with arrest and conviction records and are committed to providing reasonable accommodations during the application process.