Principal AI GTM Strategist – Outbound & Demand Generation

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About the role

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 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 Workday’s continued global growth. About the Role We're 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, you'll 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. You'll 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 leaders

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