Principal, Sales Strategy & Operations – Adaptive Planning

Workday•Frisco, TX

2d•Hybrid

About The Position

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 Workday Adaptive Planning team is a newly established and highly strategic business unit dedicated to our cloud-based enterprise planning software. With over 7,000 customers and approximately $600 million in annual revenue, Adaptive Planning is a leader in the Office of the CFO technology landscape. Our mission is to help organizations of all sizes, from mid-market to Fortune 500, make smarter, faster decisions through continuous, collaborative, and comprehensive planning.As a new, dedicated business unit, we operate with the agility and entrepreneurial spirit of a startup, backed by the resources and stability of Workday. About the Role The Principal, Sales Strategy and Operations role will serve as the strategic and operational lead for the Adaptive Planning Revenue organization.This 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 aren't 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 Workday’s 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 business—coordinating strategic planning cycles, designing incentive structures, and leading sales mobilization efforts.

Requirements

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%

Responsibilities

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.
Strategic Planning & Matrix Coordination Operational Liaison: Act as the primary point of contact across Workday’s 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.
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.
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.