Senior Principal, GTM Strategy

Your work days are brighter here.

We’re obsessed with making hard work pay off, for our people, our customers, and the world around us. As a Fortune 500 company and a leading AI platform for managing people, money, and agents, we’re shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join, you’ll feel it. Not just in the products we build, but in how we show up for each other. Our culture is rooted in integrity, empathy, and shared enthusiasm. We’re in this together, tackling big challenges with bold ideas and genuine care. We look for curious minds and courageous collaborators who bring sun-drenched optimism and drive. Whether you're building smarter solutions, supporting customers, or creating a space where everyone belongs, you’ll do meaningful work with Workmates who’ve got your back. In return, we’ll give you the trust to take risks, the tools to grow, the skills to develop and the support of a company invested in you for the long haul. So, if you want to inspire a brighter work day for everyone, including yourself, you’ve found a match in Workday, and we hope to be a match for you too.

About the Team

The Global Customer Operations (GCO) Strategy and Planning team at Workday is responsible for leading our go-to-market (GTM) strategy development and integrated business planning and performance management across GTM functions. We transform ideas into decisions to accelerate growth, deliver high-priority strategic initiatives and drive mid-to-long term evolution of our GTM model.

We drive new GTM concepts from inception to commercialization, address complex business problems, and collaborate cross-functionally with leaders across Workday for strategy design and execution. Our team is focused on cross-functional GTM including Revenue, CX and the Partner ecosystem.

About the Role

As the Senior Principal, GTM Strategy at Workday, you will play a critical role in driving our 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 design and execution of high-impact strategic initiatives and ensure accountability for results across the organization.

This role will be a senior leader for GTM strategy, with a particular focus on strategy development for Customer Experience (CX) functions - Global Services, Workday Success Plans (WSP) and Support. You will partner closely with GTM leadership to shape the strategy, operating model, and investments that drive adoption, customer outcomes, and durable growth across the customer lifecycle.

In this role, you will be the primary strategy leader for key GTM initiatives spanning from designing new offerings and engagement models, to optimizing how we deliver value and scale customer outcomes globally.

This role requires high intellectual curiosity, strategic thinking, agile mindset, and exceptional problem-solving skills. You’ll thrive in this role if you think like a strategy consultant, execute like a seasoned operator, and communicate with C-level polish and precision.

 

Responsibilities

• Lead GTM strategy design for growth initiatives in new AI offerings, services and 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 our 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 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

About You

Basic Qualifications (Required)

• 12+ years in Enterprise SaaS GTM strategy or top-tier management consulting

• 8+ years of proven track record of taking a GTM strategy from design → pilot → global scale, including experience structuring experiments, measuring impact, and iterating based on results

• 8+ years of solid understanding of GTM interdependencies (Sales, Partners, Services, Success, Support, RevOps)

• 5+ years of experience with GTM OKRs and metrics including CX/post-sale metrics (e.g., NRR, NPS, CSAT, adoption, value realization)

Other Qualifications

• 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

 

Workday Pay Transparency Statement

The annualized base salary ranges for the primary location and any additional locations are listed below.  Workday pay ranges vary based on work location. As a part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants. Recruiters can share more detail during the hiring process. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. For more information regarding Workday’s comprehensive benefits, please click here.

Primary Location: USA.CO.Denver

 

Primary Location Base Pay Range: $207,600 USD - $311,400 USD

 

Additional US Location(s) Base Pay Range: $197,200 USD - $350,300 USD

Additional Considerations:

07/17/2026

Our Approach to Flexible Work
 

With Flex Work, we’re combining the best of both worlds: in-person time and remote. Our approach enables our teams to deepen connections, maintain a strong community, and do their best work. We know that flexibility can take shape in many ways, so rather than a number of required days in-office each week, we simply spend at least half (50%) of our time each quarter in the office or in the field with our customers, prospects, and partners (depending on role). This means you'll have the freedom to create a flexible schedule that caters to your business, team, and personal needs, while being intentional to make the most of time spent together. Those in our remote "home office" roles also have the opportunity to come together in our offices for important moments that matter.

Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records.

Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans.

At Workday, we are committed to providing an accessible and inclusive hiring experience where all candidates can fully demonstrate their skills. If you require assistance or an accommodation at any point, please email accommodations@workday.com.

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