Senior GTM Strategy and Planning Manager, Workday
$140.6-249.7k
Salary dependent on location
More information about location
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
$140.6-249.7k
Salary dependent on location
More information about location
1001+ employees
Company mission
To leverage the power of AI to elevate humans and supercharge work, moving business forever forward.
Role
Who you are
- 8+ years of experience in Enterprise SaaS GTM strategy, and/or experience in top-tier management consulting focused on Sales/GTM engagements with technology companies
- 5+ years of proven record of taking a GTM strategy from design → pilot → global scale, including experience structuring experiments, measuring impact, and iterating based on results
- 8+ years hands-on experience with GTM and data platforms/tools (e.g., Salesforce, Clari, Snowflake, Sigma)
- Experience designing or operationalizing AI-driven workflows for GTM use cases is strongly preferred
- Experience working directly with data using Python and or SQL
- Deep understanding of strategic and operational dependencies across GTM functions (Sales, Partners, Marketing, Professional Services, Customer Success, RevOps, etc.), and how AI and automation can augment these functions
- Strategic and structured thinker with excellent problem-solving, analytical, and financial modeling skills; able to move fluidly between big-picture strategy and detailed execution plans
- Highly motivated, impact-driven, and comfortable with ambiguity; able to independently drive complex, cross-functional initiatives with a keen eye for detail
- Excellent communication, executive presence, interpersonal, and organizational skills, with a demonstrated ability to influence and align senior stakeholders
- Passion for AI and its potential to transform how customers work and how GTM organizations operate, with a bias toward experimentation, learning, and continuous improvement
What the job involves
- 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 the mid-to-long term evolution of our GTM model
- We drive new GTM concepts from inception to commercialization, address sophisticated business problems, and collaborate cross-functionally with leaders across Workday for strategy design and execution. Increasingly, this includes defining how we bring Agentic offerings to market and how AI capabilities show up in our GTM motions, customer engagement, and partner ecosystem
- As the Senior Manager, GTM Strategy and Planning at Workday, you will play a critical role in shaping and executing our GTM strategy. 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 is a highly visible role that requires high intellectual curiosity, strategic thinking, an agile mindset, and exceptional problem-solving and communication skills. You will be expected to combine deep GTM expertise with a practical understanding of AI and data to design, test, and scale next-generation GTM models
- Lead GTM strategy design for growth initiatives in new offerings, business models, and ecosystem plays, including how we position, package, price, and sell AI capabilities across segments and regions
- Architect the mid-to-long-term evolution of our GTM model through optimization of structure, segmentation, coverage models, and routes to market
- Design and operationalize AI-driven GTM motions (for example, intelligent account prioritization, next-best-action plays, guided selling, and persona-based outreach) in close partnership with Sales, RevOps, Marketing, and Product
- Establish KPIs and diagnostic frameworks that measure impact, adoption, and ROI of strategic initiatives and GTM plays. Track progress, ensure transparency, and drive accountability for business outcomes
- Build and maintain robust data models, scenario analyses, and experimentation frameworks to evaluate GTM hypotheses (e.g., pilots, A/B tests), including the use of AI/ML models and LLM-based workflows where appropriate
- Craft compelling, data-backed narratives and executive-level presentations that translate complex analytics and insights into clear strategic choices and recommendations
- Assess market and competitive landscape, performing insightful internal and external research, benchmarking, and analysis to inform GTM strategy
- Partner with cross-functional teams across GTM (Sales, Solution Consulting, Partners, Value Management, RevOps, Marketing, CX), Product, Corporate Strategy, Business Ops, and Finance to co-design and execute strategic initiatives, from concept through pilot to global scale
Application process
- End Date: July 31, 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.
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