Principal AI GTM Strategist, Workday

• 8 years of GTM/revenue operations or outbound prospecting experience, specifically in AI-driven demand generation and prospecting strategy
• 6 years of designing and mapping end-to-end GTM process architecture (signal identification, intent scoring, enrichment logic, outbound workflows) across an enterprise-scale revenue organization
• 5 years of experience influencing VP and SVP-level stakeholders across Sales, SDR, and Marketing to drive organizational pivots toward modern, AI-driven GTM models

Desirable

• The Global Customer Operations (GCO) Demand and Voice of the Customer team is responsible for driving global strategic pipeline growth through innovative demand generation programs, scalable processes, and customer-informed initiatives
• The team brings together global market insights, industry best practices, and modern AI-driven approaches to help Workday build pipeline, generate demand, and better understand customer needs across regions. By partnering closely with stakeholders around the world, the team helps shape programs that improve execution, strengthen customer engagement, and support Workday’s continued global growth
• We're looking for a strategic operator who pairs deep demand gen and prospecting experience with the ability to bridge business strategy and technical execution. This role does not configure software or build workflows in code. Instead, you'll act as the strategic translator and GTM architect — working shoulder to shoulder with Sales, SDR, Product, and Marketing leadership to map our AI-driven demand-generation process and turn business needs into clear, high-level system requirements
• You'll be the key liaison to our GTM Tech & Systems, BT, and Data Engineering teams, giving them the logic, functional specs, and business guardrails they need to build and maintain a modern demand-generation engine
• Map the operational framework: Define and map the end-to-end strategy for our AI-driven demand-generation and prospecting process — from signal identification and intent scoring to enrichment logic and outbound workflows — without performing the hands-on technical build
• Translate business requirements for technical teams: Serve as the primary translator between frontline GTM leaders (Sales, SDR, Marketing, Partner, Product, CS) and technical/systems teams. Gather real-world use cases, analyze buyer behavior, and convert commercial objectives into clear functional requirements and system logic for engineers to execute
• Align cross-functional strategy: Partner with Sales, SDR, Partner, Product and Marketing executives to ensure every AI demand gen initiative supports ICP targeting, pipeline goals, deliverability standards, and revenue metrics
• Define system logic and guardrails: Establish the governance, brand-safety rules, and decision logic for AI workflows, leaving day-to-day tool configuration to systems teams and campaign execution to functional GTM teams
• Track industry best practices: Monitor fast-moving trends in GTM AI, demand generation, and prospecting strategy to advise leadership on where to innovate and how to prioritize system investments. Partner with Industry analysts and key vendors to deliver ahead of the curve innovation
• Measure prospecting effectiveness: Partner with analytics to measure the performance of prospecting frameworks and continuously optimize conversion pathways. Proactively assess frameworks on a regular basis and make recommendations for areas of opportunity in QBRs to consistently improve our demand generation engine