Head of Revenue (Workday Adaptive Planning)

Workday•Pleasanton, CA

1d•Hybrid

About The Position

Your work days are brighter here. We’re obsessed with making hard work pay off, for our people, our customers, and the world around us. As a Fortune 500 company and a leading AI platform for managing people, money, and agents, we’re shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join, you’ll feel it. Not just in the products we build, but in how we show up for each other. Our culture is rooted in integrity, empathy, and shared enthusiasm. We’re in this together, tackling big challenges with bold ideas and genuine care. We look for curious minds and courageous collaborators who bring sun-drenched optimism and drive. Whether you're building smarter solutions, supporting customers, or creating a space where everyone belongs, you’ll do meaningful work with Workmates who’ve got your back. In return, we’ll give you the trust to take risks, the tools to grow, the skills to develop and the support of a company invested in you for the long haul. So, if you want to inspire a brighter work day for everyone, including yourself, you’ve found a match in Workday, and we hope to be a match for you too. About the Team The Head of Revenue for the Adaptive Planning Business Unit (PBU) will be a pivotal executive , fully responsible for defining and leading an innovative commercial strategy and delivering the global bookings (ACV) and ARR targets for this high-growth PBU. The PBU operates under Workday’s Growth Product and Technology pillar. About the Role Reporting directly to the General Manager of the PBU, you will lead the commercial sales execution, solution consulting, partner ecosystem, and Go-to-Market (GTM) strategy formulation. This role requires a dynamic "builder" and technology champion who will implement cutting-edge digital tools and AI to drive 10x sales efficiency, unparalleled competitive differentiation, and define the revenue organization of tomorrow. You will scale a global selling organization for the Adaptive Planning product line, accelerate growth through a dedicated Channel Sales strategy, and influence adoption across the entire customer lifecycle, from Small and Medium Businesses (SMB) to Large Enterprise (LE) accounts. Success requires deeply embedding the PBU's offering within the broader Workday platform structure while remaining singularly focused on the PBU's specific revenue and growth objectives. Focus Areas and Responsibilities This role sits at the intersection of strategy, sales execution, and operational discipline, with a core mandate to harness innovation and a forward-thinking mindset for rapid growth and building the revenue organization of tomorrow.

Requirements

Experience (12+ Years): 12+ years of progressive experience in Enterprise Software Sales, GTM Strategy, or Revenue Leadership, with a minimum of 5 years leading global sales or revenue teams.
Domain Expertise: Deep knowledge of the Office of the CFO (OCFO), including Financial Planning & Analysis (FP&A), budgeting, and the decision-making process for enterprise financial applications. Strong executive presence and experience selling into to the C-Level is strongly preferred.
Innovative/Digital GTM: Proven leadership implementing and driving measurable revenue results through the utilization of advanced digital tools and data analytics in GTM motions, focusing on predictive insights, opportunity prioritization, or modern sales enablement techniques.
Segment Mastery: Proven track record of successfully designing and executing GTM strategies that achieve scalable growth and high average selling prices (ASP) across the full spectrum of customers: from Small Business (SMB) and Mid-Market to Large Enterprise (LE).
Channel Expertise: Deep, demonstrable expertise in building and scaling revenue through indirect channels, including strategic partnerships, VARs, and System Integrators, on a global basis.
Global Scope: Experience managing and operating a geographically dispersed global team and running sales cycles across different international regulatory and commercial environments.
Enterprise SaaS: Prior leadership experience within a B2B SaaS or Enterprise technology company known for its speed, scale, and focus on innovation.
Education: Bachelor’s degree in Business, Finance, or a technical field; or equivalent practical experience.

Nice To Haves

Operational Mindset: A "builder" mentality, capable of both setting high-level strategy and diving deep into operational metrics (pipeline health, sales efficiency, win-rates) to identify and remove friction.
Strategic Communication: Exceptional executive presence and communication skills, with a track record of presenting complex commercial strategies and results to senior executive teams and Board members.
RevTech & Advanced Analytics Fluency: Deep understanding of modern revenue technology stacks (CRM, CPQ, PRM) and a strategic appreciation for how advanced analytics and emerging modeling techniques are built and leveraged to optimize the sales funnel and forecasting accuracy.
Cross-Functional Acumen: High emotional intelligence and proven ability to influence and align non-direct reports (e.g., Marketing, Finance, Product) toward unified commercial objectives.
MBA is a plus.

Responsibilities

Revenue Accountability: Direct and primary accountability for delivering the Business Unit's global Annual Contract Value (ACV) bookings, and specific Annual Recurring Revenue (ARR) and growth objectives as defined by the GM and the Corporate Strategy team.
Innovative GTM & Segmentation: Utilize advanced data analytics, predictive modeling, and emerging technologies to drive sophisticated market segmentation, rapidly re-establishing the high-velocity “Land” Sales motion, while scaling the “Expansion” Sales motion.
Forecasting & Reporting: Establish forward-looking and data-driven forecasting methodologies to maintain a high-integrity sales cadence, ensuring proactive decision-making and optimal resource deployment.
Team Scaling & Management: Recruit, develop, coach, and lead a high-performing, geographically dispersed global sales organization , including quota-carrying sellers and sales leadership, ensuring cultural alignment, operational excellence, and pioneering the use of innovative sales enablement and productivity tools.
Channel Acceleration: Own the comprehensive Channel Sales strategy for the PBU. Identify, recruit, enable, and manage strategic partnerships (VARs, GSIs, etc) to drive significant incremental revenue/ACV, particularly within the Mid-Market and SMB segments where channel leverage is critical for scale.
Solution Consulting/Pre-Sales: Oversee the Solution Consulting function, ensuring technical sales resources are optimally aligned with sales cycles, driving high-quality product demonstrations (including data-driven personalization), and delivering compelling ROI/TCO narratives that accelerate deal velocity.
Platform Alignment: Act as the primary liaison and executive influencer with the broader Workday GTM and GPO organizations (e.g., Core Sales Leadership. Success requires exceptional political acumen to ensure the PBU’s offerings are correctly positioned, enabled, and prioritized within Workday’s core GTM motions.
Executive Reporting & Data Acumen: Demonstrate deep data fluency to manage the operational cadence, including preparing and presenting accurate pipeline health, forecast status, and account-level progress reports to the General Manager, senior leadership, and executive audiences on a regular basis.
Operational Cadence: Partner closely with Field Strategy and Revenue Operations to design and optimize the sales technology stack, reporting infrastructure, compensation plans, field enablement, and sales playbooks that drive efficiency and repeatable success.
Executive Influence: Work in close strategic alignment with the PBU General Manager, Product, Marketing, and Customer Success leadership to translate customer and market feedback into actionable product roadmap inputs, ensuring continuous product-market fit.

Benefits

As a part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants.
For more information regarding Workday’s comprehensive benefits, please click here.

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