Sales Strategy & Operations Principal, Workday
Adaptive Planning
$145.4-218k
Travel ~25%
Office located in Boulder, CO
Enterprise AI platform for managing HR and finance
Be an early applicant
Enterprise AI platform for managing HR and finance
1001+ employees
Be an early applicant
$145.4-218k
Travel ~25%
Office located in Boulder, CO
1001+ employees
Company mission
To leverage the power of AI to elevate humans and supercharge work, moving business forever forward.
Role
Who you are
- Experience: 8+ years in Sales Strategy, Revenue Operations (Rev Ops), or GTM Strategy, ideally within a high-growth tech or startup environment
- Builder Mindset: You have a proven track record of driving growth and creating new operational frameworks rather than just managing a steady-state business
- Matrix Coordination: Exceptional ability to navigate a complex, multi-product organization and coordinate effectively across functional lines
- Executive Presence: The ability to translate complex data into clear recommendations for senior sales leadership
- Data Driven: You are operationally minded and thrive on using data to drive Sales Strategy
- Systems Knowledge: Proficiency in Salesforce, Clari, and (ideally) Adaptive Planning or similar CPM tools
- Ability to Travel ~25%
What the job involves
- The Principal, Sales Strategy and Operations role will serve as the strategic and operational lead for the Adaptive Planning Revenue organization.This is a high-impact role at the intersection of data, execution, and growth strategy
- Reporting directly to the Head of Revenue for Adaptive Planning, you will be the key coordinator and advisor behind our global GTM and sales execution
- This is a senior-level Individual Contributor role designed for an entrepreneurial "builder." You aren't here to simply administrate a mature business; you are here to drive the frameworks required to scale Annual Contract Value (ACV) at pace
- While this is not a quota-carrying role, you are directly aligned with and accountable for revenue targets
- You will act as the critical operational link between the Adaptive Planning Business Unit and Workday’s broader Global Commercial Organization (GCO), coordinating with central teams to ensure our unique requirements are understood and executed
- Your mission is to ensure the Adaptive Planning Global Sales and Solution Consulting teams are positioned to win
- You will drive the high-growth "heartbeat" of the business—coordinating strategic planning cycles, designing incentive structures, and leading sales mobilization efforts
- ACV Growth Engine: Partner with the Head of Revenue to coordinate global sales strategies focused on maximizing ACV and rapid market expansion
- Sales & Solution Consulting Synergy: Lead the daily coordination between Sales and Solution Consulting to ensure technical pre-sales motions are optimized for deal velocity
- Incentive Design: Own the matrix coordination and rollout of tactical incentive programs (SPIFFs) designed to accelerate key revenue milestones and drive specific field behaviors
- Sales Play Execution: Partner with Marketing and Demand Generation to coordinate high-impact sales plays, account targeting mechanisms, and outbound prospecting initiatives
- Operational Liaison: Act as the primary point of contact across Workday’s GCO org (Field Strategy & Ops (FS&O), Field Enablement, etc) to coordinate annual and quarterly planning, ensuring BU-specific needs for quotas, territories, enablement, and communication are reflected
- Matrix Resource Coordination: Work closely with central support teams (Sales Systems, Comp, Deal Management) to resolve persistent operational friction, rules of engagement and advocate for BU enhancements
- PBU Forecast Coordination: Lead the weekly forecast process and revenue tracking for the Business Unit, providing deep visibility into ACV trends and pipeline health
- Strategic Insights: Design and manage specialized reporting and dashboards that go beyond standard metrics to capture the unique drivers of the Adaptive Planning business
- Business Reviews: Manage the content and coordination for Sales Quarterly Business Reviews (QBRs) and PBU Monthly Business Reviews (MBRs) for executive leadership
- Sales Events: Lead the operational strategy and content coordination for Sales Kick-Offs (SKO) and other specialized sales-focused events (agenda design, presentation creation, and awards)
- Field Communications: Manage the internal "heartbeat" of the sales team, including leadership communications, Rules of Engagement documentation, and support for Town Halls and Team Rallies
- Enablement Alignment: Coordinate with enablement teams to ensure the field is equipped with the specific tools, content, and process training required to hit their targets
Application process
- End Date: April 10, 2026
Our take
Workday is a cloud-based software vendor that provides management of workforces and finances. The company uses a single database for workforce management and financial management to offer integration and optimize business intelligence across companies. It has added to the packages and tools it offers over the years, providing analytic options that allow companies to combine third-party data with information collected by Workday.
The company has also grown through acquisitions and partnerships to broaden its capabilities.. Most recently, in 2025 it purchases Sana, an AI-driven enterprise knowledge and learning platform, to create a "new front door for work". This acquisition allows Workday to integrate Sana's AI-powered search, agents, and learning capabilities with its own data and workflows, allowing employees to access information, automate tasks, and complete their day entirely within Workday.
Through a combination of strategic acquisitions and in-house development, WOrkday has built a comprehensive suite of HR, financial, and enterprise tools. By focusing on innovation and AI-driven workflows, the company continues to push productivity and decision-making for organizations worldwide. Building on this track record, Workday is very much positioned for even more growth, reinforcing its status as a leader in shaping the future of work.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Oct 2011
$85m
SERIES F
Apr 2009
$75m
SERIES E
Total funding: $215.3m
Company HQ
Pleasanton, CA
Leadership
Aneel Bhusri
(Co-Founder & Executive Chair)Annel began his career at Morgan Stanley as a Corporate Finance Analyst. He then spent nearly 6 years at PeopleSoft as a Senior VP before co-founding Workday in 2005, where he has served as the CEO ever since.
Carl Eschenbach
(CEO)Carl joined Workday in 2022 as Co-CEO, becoming CEO in 2024. He has also been a Partner at Sequoia Capital since 2016. Previously, he spent 14 years at VMware as President and COO and 3 years at Inktomi Corporation as the VP of North America Sales.
Peter Bailis
(CTO)Prior to joining Workday in 2025, People was a VP of Engineering at Google. He also previously founded Sisu Data, where he served as the CEO for over 5 years.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 112 more jobs at Workday