GTM Change Enablement Senior Principal

Workday • Pleasanton, CA

2d • Hybrid

About The Position

Workday is seeking an experienced Change Enablement professional to lead change and adoption across its Go-to-Market (GTM) systems landscape, including CRM, quote-to-cash, and the broader platform ecosystem used by Sales, Customer Success, and Marketing. The immediate focus is the enablement strategy for a high-visibility GTM transformation program that is changing how GTM teams sell, service, and grow the business. The role addresses future-state systems and ways of working, not only individual releases.

This P6 Senior Principal is an individual contributor who exercises significant autonomy and wide latitude in setting objectives and approaches for critical, ambiguous assignments. The role serves as a senior spokesperson and trusted advisor to GTM leadership, Business Technology, and program stakeholders, building relationships with decision makers and shaping broad-reaching enablement design. It has strategic scope beyond a typical senior manager-level role and has no formal people-management responsibility.

The position is part of Business Technology’s Strategy and Business Operations team, which works across the organization to define and implement strategic programs and operations and to standardize program methodologies, tools, and metrics. The successful candidate brings deep change-management and GTM systems expertise, understands the needs of sales and customer-facing teams, and can help the organization adopt AI-enabled GTM workflows and capabilities.

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 wide 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 enablement design.
• Strong understanding of GTM functions, including Sales, Customer Success, Marketing, and RevOps, and how systems and process changes affect their daily work.
• Proven ability to build formal relationships with key decision makers and serve as a credible change-enablement spokesperson 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 translating 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 overall approach, sequencing, and readiness plan aligned with program milestones and business outcomes.
• Serve as a senior spokesperson and trusted advisor for change enablement to GTM leadership and Business Technology stakeholders, building relationships with decision makers to secure sponsorship and alignment.
• Determine methodologies, sequencing, objectives, and engagement models for critical and often ambiguous GTM systems initiatives.
• Define persona-based enablement campaigns for distinct GTM audiences, tailoring messaging, training, and support to their work.
• Champion responsible use of AI in enablement and GTM systems, using generative AI to accelerate content creation and personalization and helping teams adopt AI-driven capabilities.
• Partner with GTM Transformation program leadership to translate systems and process changes into enablement plans, communications, and training that drive adoption and minimize disruption to revenue-generating teams.
• Create clear, 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, including 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 enablement.
• Collaborate with GTM systems product and engineering teams, enablement and communications peers, and Business Technology on a cohesive adoption approach across the GTM platform ecosystem.
• Operate with urgency, judgment, and organization in a fast-moving and ambiguous environment where priorities may shift quickly.
• Contribute a GTM and end-user perspective to in-person and virtual collaboration sessions and broader program and systems discussions.

Benefits

• May be eligible for the Workday Bonus Plan or a role-specific commission/bonus.
• May be eligible for annual refresh stock grants.
• Flexible work approach, with at least 50% of time each quarter spent in the office or in the field with customers, prospects, and partners, depending on role.

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: No Education Listed