Head of Revenue (Workday Adaptive Planning)

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About the Team

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 PBUs offering within the broader Workday platform structure while remaining singularly focused on the PBUs 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. Key focus areas include:

Revenue Strategy & Financial Accountability

• Revenue Accountability: Direct and primary accountability for delivering the Business Units 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.

Global Sales Leadership

• 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.

Cross-Functional Alignment & Operational Excellence

• 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 PBUs offerings are correctly positioned enabled and prioritized within Workdays 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.

About You

You are a decisive results-oriented and highly collaborative leader who thrives in a high-autonomy high-growth environment accustomed to the fast pace of enterprise software.

Required Qualifications

• 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: Bachelors degree in Business Finance or a technical field; or equivalent practical experience.

Preferred Skills

• 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.

Workday Pay Transparency Statement

The annualized base salary ranges for the primary location and any additional locations are listed below. Workday pay ranges vary based on work location. 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. Recruiters can share more detail during the hiring process. Each candidates compensation offer will be based on multiple factors including but not limited to geography experience skills job duties and business need among other things. For more information regarding Workdays comprehensive benefits please click here.

Additional Considerations:

Our Approach to Flexible Work

With Flex Work were combining the best of both worlds: in-person time and remote. Our approach enables our teams to deepen connections maintain a strong community and do their best work. We know that flexibility can take shape in many ways so rather than a number of required days in-office each week we simply spend at least half (50%) of our time each quarter in the office or in the field with our customers prospects and partners (depending on role). This means youll have the freedom to create a flexible schedule that caters to your business team and personal needs while being intentional to make the most of time spent together. Those in our remote home office roles also have the opportunity to come together in our offices for important moments that matter.

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