AI-Driven GTM & Demand Gen Strategist

Workday; United States; On-site; USD 140,000 - 210,000; Full time

Job summary

Workday is seeking a strategic operator to pair deep demand gen and prospecting experience with bridging business strategy and technical execution. You will act as the GTM architect and translator, collaborating with Sales, SDR, Product, and Marketing leadership to map AI-driven demand-generation processes and turn business needs into high-level system requirements.

You'll serve as the liaison to GTM Tech & Systems, BT, and Data Engineering, providing logic, functional specs, and guardrails to

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 influencing VP and SVP-level stakeholders across Sales, SDR, and Marketing to drive organizational pivots toward modern, AI-driven GTM models.
• Hands-on outbound experience in B2B prospecting, SDR leadership, or outbound strategy.

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 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.

Skills

GTM operations

Revenue automation

Prospecting strategy

AI-driven demand gen

Job description

Workday is seeking a strategic operator to pair deep demand gen and prospecting experience with bridging business strategy and technical execution. You will act as the GTM architect and translator, collaborating with Sales, SDR, Product, and Marketing leadership to map AI-driven demand-generation processes and turn business needs into high-level system requirements.

You'll serve as the liaison to GTM Tech & Systems, BT, and Data Engineering, providing logic, functional specs, and guardrails to