GTM Change Enablement Senior Principal

Workday•Pleasanton, CA

3d•$210,600 - $316,000•Hybrid

About The Position

Workday is seeking an experienced change enablement professional to serve as the senior voice for change and adoption across its Go-to-Market (GTM) systems landscape, including CRM, quote-to-cash, and related platforms used by Sales, Customer Success, and Marketing. The P6 Senior Principal individual contributor will initially lead enablement strategy for a high-visibility GTM transformation program that is reshaping how GTM teams sell, service, and grow the business. The role addresses future-state GTM concepts, systems, and ways of working, rather than focusing only on individual releases. The Senior Principal will have broad autonomy to determine objectives and approaches for critical, ambiguous assignments; build relationships with decision makers across GTM leadership, Business Technology, and Program Management; and represent change enablement with senior and executive stakeholders. The position has strategic scope and autonomy beyond a typical senior manager-level role, without formal people-management responsibility. Success requires experience enabling complex GTM or CRM systems change, judgment about what will resonate with sales and customer-facing teams, and a strong perspective on AI's impact on GTM workflows, including AI-assisted selling, forecasting, and service.

Requirements

12 or more years of experience in change management, GTM/CRM systems enablement, IT communications, or a related field.
Direct exposure to enablement for GTM systems such as Salesforce/CRM, CPQ, quote-to-cash, or related GTM platform tooling, ideally through a large-scale systems or process transformation.
Demonstrated experience defining and leading enablement strategy for critical, ambiguous initiatives with broad latitude over approach and objectives.
Experience leveraging or critically evaluating AI tools and technologies in work processes, decision-making, or problem-solving.
Expert-level knowledge of change management principles and methodologies, applied to resolving critical issues and shaping broad enablement design.
Strong understanding of GTM functions, including Sales, Customer Success, Marketing, and RevOps, and the effects of systems and process changes on their work.
Ability to build formal relationships with key decision makers and represent change enablement credibly at senior and executive levels.
Experience designing persona-based enablement campaigns and curating success stories for varied audiences.
Excellent written and verbal communication skills, including the ability to translate complex GTM systems and process changes into clear, audience-specific messaging.
Comfort using generative AI tools for content creation, drafting, and analysis, with sound judgment about when human review and nuance are essential.
Experience defining and tracking adoption or business-outcome metrics tied to revenue or GTM productivity.
Ability to operate with significant autonomy on high-visibility, ambiguous initiatives in a global organization.

Responsibilities

Own the change enablement strategy for the GTM transformation program, including its approach, sequencing, and readiness plan aligned with program milestones and business outcomes.
Serve as a senior spokesperson and trusted advisor to GTM leadership and Business Technology stakeholders, building relationships with decision makers to secure sponsorship and alignment.
Determine objectives, methodologies, sequencing, and engagement models for critical and often ambiguous GTM systems initiatives.
Define persona-based enablement campaigns for audiences such as Account Executives, SDRs, Customer Success Managers, Sales Leaders, and Marketing Operations.
Champion responsible AI use in enablement and GTM systems, including using generative AI to accelerate content creation and personalization and helping teams adopt AI-driven capabilities.
Partner with GTM Transformation program leadership to turn complex systems and process changes into enablement plans, communications, and training that drive adoption and minimize disruption to revenue-generating teams.
Create consumable enablement materials, including Slack updates, email communications, short-form video tutorials, intranet and FAQ content, and AI-powered self-service resources.
Curate and share transformation success stories, documenting measurable wins and lessons learned to build momentum, credibility, and executive confidence.
Define and track adoption and business-outcome metrics for GTM systems and processes, using data and AI-assisted analytics to refine the enablement approach.
Collaborate with GTM systems product and engineering teams, enablement and communications peers, and Business Technology to support cohesive adoption across the GTM platform ecosystem.
Work with urgency, judgment, and organization in a fast-moving environment where priorities may shift quickly.
Contribute a GTM and end-user perspective to in-person and virtual collaboration sessions.