Principal, Sales Strategy & Operations – Adaptive Planning

Your work days are brighter here.

Were 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 were shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join youll 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. Were 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 youre building smarter solutions supporting customers or creating a space where everyone belongs youll do meaningful work with Workmates whove got your return well 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 youve found a match in Workday and we hope to be a match for you too.

About the Team

About the Role

The Principal Sales Strategy and Operations role will serve as the strategic and operational lead for the Adaptive Planning Revenue is a high-impact role at the intersection of data execution and growth strategy.

Reporting directly to the Head of Revenue for Adaptive Planning you will be the key coordinator and advisor behind our global GTM and sales execution. This is a senior-level Individual Contributor role designed for an entrepreneurial builder. You arent here to simply administrate a mature business; you are here to drive the frameworks required to scale Annual Contract Value (ACV) at pace. While this is not a quota-carrying role you are directly aligned with and accountable for revenue targets.

You will act as the critical operational link between the Adaptive Planning Business Unit and Workdays broader Global Commercial Organization (GCO) coordinating with central teams to ensure our unique requirements are understood and executed. Your mission is to ensure the Adaptive Planning Global Sales and Solution Consulting teams are positioned to win. You will drive the high-growth heartbeat of the businesscoordinating strategic planning cycles designing incentive structures and leading sales mobilization efforts.

Key Responsibilities

1. Sales Execution & Growth Coordination

• ACV Growth Engine: Partner with the Head of Revenue to coordinate global sales strategies focused on maximizing ACV and rapid market expansion.

• Sales & Solution Consulting Synergy: Lead the daily coordination between Sales and Solution Consulting to ensure technical pre-sales motions are optimized for deal velocity.

• Incentive Design: Own the matrix coordination and rollout of tactical incentive programs (SPIFFs) designed to accelerate key revenue milestones and drive specific field behaviors.

• Sales Play Execution: Partner with Marketing and Demand Generation to coordinate high-impact sales plays account targeting mechanisms and outbound prospecting initiatives.
  

2. Strategic Planning & Matrix Coordination

• Operational Liaison: Act as the primary point of contact across Workdays GCO org (Field Strategy & Ops (FS&O) Field Enablement etc) to coordinate annual and quarterly planning ensuring BU-specific needs for quotas territories enablement and communication are reflected.

• Matrix Resource Coordination: Work closely with central support teams (Sales Systems Comp Deal Management) to resolve persistent operational friction rules of engagement and advocate for BU enhancements.
  

3. Revenue Intelligence & Forecasting

• PBU Forecast Coordination: Lead the weekly forecast process and revenue tracking for the Business Unit providing deep visibility into ACV trends and pipeline health.

• Strategic Insights: Design and manage specialized reporting and dashboards that go beyond standard metrics to capture the unique drivers of the Adaptive Planning business.

• Business Reviews: Manage the content and coordination for Sales Quarterly Business Reviews (QBRs) and PBU Monthly Business Reviews (MBRs) for executive leadership.
  

4. Sales Mobilization & Communications

• Sales Events: Lead the operational strategy and content coordination for Sales Kick-Offs (SKO) and other specialized sales-focused events (agenda design presentation creation and awards).

• Field Communications: Manage the internal heartbeat of the sales team including leadership communications Rules of Engagement documentation and support for Town Halls and Team Rallies.

• Enablement Alignment: Coordinate with enablement teams to ensure the field is equipped with the specific tools content and process training required to hit their targets.

About You

• Experience: 8 years in Sales Strategy Revenue Operations (Rev Ops) or GTM Strategy ideally within a high-growth tech or startup environment.

• Builder Mindset: You have a proven track record of driving growth and creating new operational frameworks rather than just managing a steady-state business.

• Matrix Coordination: Exceptional ability to navigate a complex multi-product organization and coordinate effectively across functional lines.

• Executive Presence: The ability to translate complex data into clear recommendations for senior sales leadership.

• Data Driven: You are operationally minded and thrive on using data to drive Sales Strategy.

• Systems Knowledge: Proficiency in Salesforce Clari and (ideally) Adaptive Planning or similar CPM tools.

• Ability to Travel 25%

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.

Pursuant to applicable Fair Chance law Workday will consider for employment qualified applicants with arrest and conviction records.

Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans.

At Workday we are committed to providing an accessible and inclusive hiring experience where all candidates can fully demonstrate their skills. If you require assistance or an accommodation at any point please email .

Are you being referred to one of our roles If so ask your connection at Workday about our Employee Referral process!

At Workday we value our candidates privacy and data security. Workday will never ask candidates to apply to jobs through websites that are not Workday Careers.

Please be aware of sites that may ask for you to input your data in connection with a job posting that appears to be from Workday but is not.

In addition Workday will never ask candidates to pay a recruiting fee or pay for consulting or coaching services in order to apply for a job at Workday.