Principal AI GTM Strategist – Outbound & Demand Generation

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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

The Global Customer Operations (GCO) Demand and Voice of the Customer team is responsible for driving global strategic pipeline growth through innovative demand generation programs scalable processes and customer-informed initiatives. The team brings together global market insights industry best practices and modern AI-driven approaches to help Workday build pipeline generate demand and better understand customer needs across regions. By partnering closely with stakeholders around the world the team helps shape programs that improve execution strengthen customer engagement and support Workdays continued global growth.

About the Role

Were looking for a strategic operator who pairs deep demand gen and prospecting experience with the ability to bridge business strategy and technical execution. This role does not configure software or build workflows in code. Instead youll act as the strategic translator and GTM architect working shoulder to shoulder with Sales SDR Product and Marketing leadership to map our AI-driven demand-generation process and turn business needs into clear high-level system requirements.

Youll be the key liaison to our GTM Tech & Systems BT and Data Engineering teams giving them the logic functional specs and business guardrails they need to build and maintain a modern demand-generation engine.

About You

Key Responsibilities

• Map the operational framework: Define and map the end-to-end strategy for our AI-driven demand-generation and prospecting process from signal identification and intent scoring to enrichment logic and outbound workflows without performing the hands-on technical build.
• Translate business requirements for technical teams: Serve as the primary translator between frontline GTM leaders (Sales SDR Marketing Partner Product CS) and technical/systems teams. Gather real-world use cases analyze buyer behavior and convert commercial objectives into clear functional requirements and system logic for engineers to execute.
• Align cross-functional strategy: Partner with Sales SDR Partner Product and Marketing executives to ensure every AI demand gen initiative supports ICP targeting pipeline goals deliverability standards and revenue metrics.
• Define system logic and guardrails: Establish the governance brand-safety rules and decision logic for AI workflows leaving day-to-day tool configuration to systems teams and campaign execution to functional GTM teams.
• Track industry best practices: Monitor fast-moving trends in GTM AI demand generation and prospecting strategy to advise leadership on where to innovate and how to prioritize system investments. Partner with Industry analysts and key vendors to deliver ahead of the curve innovation.
• Measure prospecting effectiveness: Partner with analytics to measure the performance of prospecting frameworks and continuously optimize conversion pathways. Proactively assess frameworks on a regular basis and make recommendations for areas of opportunity in QBRs to consistently improve our demand generation engine.

What We Are Looking For

Basic Qualifications:

• 8 years of GTM/revenue operations or outbound prospecting experience specifically in AI-driven demand generation and prospecting strategy.
• 6 years of designing and mapping end-to-end GTM process architecture (signal identification intent scoring enrichment logic outbound workflows) across an enterprise-scale revenue organization.
• 5 years of experience influencing VP and SVP-level stakeholders across Sales SDR and Marketing to drive organizational pivots toward modern AI-driven GTM models.

Preferred Qualifications:

• Hands-on outbound experience in B2B prospecting SDR leadership or outbound strategy with a working knowledge of what drives prospect engagement and how sales teams operate day to day.
• Ability to analyze pipeline metrics sales cycles and conversion rates to ensure technical capabilities are directed toward real revenue outcomes.
• Proven capability designing decision trees and system logic (if-this-then-that triggers data-enrichment waterfalls signal prioritization).
• Deep familiarity with modern GTM AI concepts LLM capabilities and revenue tech stacks (i.e. Clay 6sense Salesforce Sales Engagement Platforms Outreach SalesLoft).
• Experience writing clear BRDs functional specs or user stories for systems IT and software development teams.

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.

Primary Location:

Primary Location Base Pay Range: $158400 USD - $237600 USD

Additional US Location(s) Base Pay Range: $133800 USD - $237600 USD

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.

Workday is committed to providing reasonable accommodations for qualified individuals during our application process in order to perform one or more essential functions of their job as well as regarding the use of AI tools for employment decision-making to any degree. Please see below for more details including how to request an accommodation as a qualified veteran due to a disability or for religious reasons or as otherwise provided under applicable law.

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If you require a reasonable accommodation you may email as far in advance as possible.

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