Senior Manager, GTM Strategy and Planning

Workday•Atlanta, GA

19h•Hybrid

About The Position

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.

Requirements

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) and comfort working directly with data using Python and or SQL

Nice To Haves

Experience designing or operationalizing AI-driven workflows for GTM use cases is strongly preferred
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

Responsibilities

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.