- Company Name
- Workday
- Job Title
- Principal, Go-to-Market Strategy & Operations
- Job Description
-
**Job Title:** Principal, Go‑to‑Market Strategy & Operations
**Role Summary:**
Strategic operator responsible for designing, scaling, and optimizing the go‑to‑market (GTM) operating model of an AI‑native SaaS business. Partners with Sales, Marketing, Customer Success, Product, and Finance to translate data into actionable insights, drive execution of growth initiatives, and establish durable operating rhythms across the organization.
**Expectations:**
- Deliver measurable improvements in GTM efficiency, revenue growth, and expansion opportunities.
- Build end‑to‑end processes and infrastructure that support rapid scaling while maintaining high execution standards.
- Serve as a trusted advisor to senior leadership, providing data‑driven recommendations and clear communication.
- Lead cross‑functional projects from problem definition through impact delivery with a bias toward execution.
**Key Responsibilities:**
- Design and implement scalable GTM processes, operating cadences, and performance metrics.
- Lead cross‑functional initiatives (e.g., market expansion, pricing, sales enablement) and manage them through full project lifecycle.
- Analyze large data sets, build models, and create dashboards using Excel/Sheets, Looker, Sigma, or similar BI tools.
- Develop and maintain GTM financial forecasts, pipeline health, and KPI tracking in CRM systems (Salesforce, Gainsight).
- Identify and prioritize growth opportunities, including new segments, product‑market fit enhancements, and AI‑specific GTM motions.
- Coach and influence senior stakeholders, fostering alignment and ownership across teams.
- Establish documentation, SOPs, and governance to institutionalize best practices.
**Required Skills:**
- 12+ years in business strategy, operations, or consulting with focus on SaaS/AI GTM.
- Proven track record scaling early‑stage startups (Seed/Series A+) to growth phases.
- Advanced analytical and financial modeling abilities; strong data storytelling.
- Proficiency with Excel/Sheets, BI platforms (Looker, Sigma), and CRM tools (Salesforce, Gainsight).
- Expertise in designing and optimizing business processes and operating rhythms.
- Strong project management, ownership mindset, and execution bias.
- Excellent communication, executive presence, and ability to influence senior leaders.
**Required Education & Certifications:**
- Bachelor’s degree in Business, Finance, Engineering, Computer Science, or related field (Master’s/MBA preferred).
- No specific certifications required; demonstrated expertise in SaaS/AI GTM preferred.