Go-To-Market (GTM) Associate

Workday, Inc.; New York (NY); On-site; USD 74,000 - 111,000; Full time

Job summary

Workday, Inc. (Sana) is seeking a Go-To-Market Associate to be the first touchpoint for enterprise stakeholders and to source high-value deals. You will shape the GTM motion in a fast-changing AI market and work closely with leadership to build a scalable pipeline.

The role emphasizes strategic execution, market assessment, and relentless activity to convert insights into revenue, with collaboration across a global team and a hybrid work model. Fluency in English is required.

Qualifications

• 1+ years in pipeline generation, client outreach, or business development.
• Experience with lead qualification and qualifying opportunities.
• Professional proficiency in English with strong written and verbal communication.

Responsibilities

• Drive pipeline generation as the initial point of contact for prospective enterprise clients.
• Assess markets to identify emerging trends and opportunities where Workday Sana AI solutions add value.
• Refine outreach blueprints, tools, and methodologies to enable global scaling of GTM motions.
• Build relationships with executive-level stakeholders to convert insights into revenue.

Skills

Pipeline generation

Lead qualification

English proficiency

Education

Bachelor's degree

Job description

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

Sana (now a part of Workday) is an AI lab building superintelligence for work. Our mission is to empower organizations to accomplish their goals faster by helping teams effortlessly access knowledge, automate repetitive work, and learn anything with the help of agentic AI. Trusted by pioneering global companies and serving over 1 million users worldwide, we are looking for pragmatic dreamers to join us in reshaping how humans harness knowledge.

About the Role

The Go-To-Market team brings our cutting-edge AI products to the global market. As a GTM Associate, you will serve as the crucial first touchpoint for stakeholders at leading global organizations. This is a highly strategic, individual contributor role focused on sourcing high-value deals and building a robust sales pipeline. You will work closely with our leadership team to navigate an unprecedented market, shape our go-to-market motion, identify emerging trends, and set the blueprint for scalable growth.

Key Responsibilities

• Drive Pipeline Generation: Act as the initial point of contact for prospective enterprise clients, executing lead generation, qualification, and high-value deal sourcing.
• Execute Market Strategy: Assess markets to identify emerging trends, strategic organizational needs, and opportunities where Sana’s AI solutions can add immediate value.
• Shape the GTM Motion: Collaborate with sales leadership to refine outreach blueprints, tools, and methodologies that enable global scaling.
• Build Relationships: Transform strategic insights into tangible results through relentless tactical execution and relationship-building with executive-level stakeholders.

What We Offer

• Impactful Work: Help shape the future of AI alongside brilliant minds formerly from Google, Apple, Spotify, Notion, Slack, and Databricks.
• Accelerated Growth: Swift professional development supported by continuous feedback and direct mentorship from senior leaders.
• Global Collaboration: Work alongside exceptional teammates across 5+ countries from our highly collaborative and inspiring office spaces.

Basic Qualifications

• 1+ years of professional experience in a commercial, sales, go-to-market, or business development role; OR 1+ years of experience in management consulting.
• Demonstrated experience in pipeline generation, client outreach, or lead qualification.
• Professional proficiency in English with excellent written and verbal communication skills.

Other Qualifications

• Preferred Experience: Prior experience working in a high-growth B2B SaaS startup environment or at a top-tier management consulting firm (e.g., McKinsey, BCG, Bain).
• Education: A Bachelor's degree or higher from a highly competitive or top-tier university.
• Strategic Execution: Proven ability to assess complex markets, identify key opportunities, and execute relentlessly to convert insights into revenue.
• Problem Solving: A "first-principles" thinker with a strong bias for action, comfortable navigating ambiguous and fast-paced environments.
• Culture Fit: Highly collaborative, inherently curious, humble, and driven by a desire to exceed goals and elevate the team around you.

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 candidate’s 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 Workday’s comprehensive benefits, please click here.
• Primary Location: USA.NY.New York City.Sana Primary Location Base Pay Range: $74,000 USD - $111,000 USD
• Additional US Location(s) Base Pay Range: $74,000 USD - $111,000 USD

Our Approach to Flexible Work

With Flex Work, we’re 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 you'll 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. Workday prohibits taking adverse action against any candidate or employee for reporting a possible violation of this policy, requesting one or more work accommodations, exercising a privacy right, or cooperating in an investigation in accordance with applicable law. Any employee who retaliates against a candidate or employee for doing so may be subject to disciplinary action, up to and including termination of employment, to the fullest extent allowable under applicable law. If you require a reasonable accommodation, you may email [e-mail], as far in advance as possible.

Workday will never ask candidates to pay a recruiting fee, or pay for consulting or coaching services, in order to apply for a job at Workday.

Workday is proud to be an equal opportunity workplace. Individuals seeking employment at Workday are considered without regards to age, ancestry, color, gender (including pregnancy, childbirth, or related medical conditions), gender identity or expression, genetic information, marital status, medical condition, mental or physical disability, national origin, protected family care or medical leave status, race, religion (including beliefs and practices or the absence thereof), sexual orientation, military or veteran status, or any other characteristic protected by federal, state, or local laws. Further, pursuant to applicable local ordinances, Workday will consider for employment qualified applicants with arrest and conviction records. We do not accept resumes from headhunters, placement agencies, or other suppliers that have not signed a formal agreement with us.

Workday is proud to be an equal opportunity workplace. Individuals seeking employment at Workday are considered without regards to age, ancestry, color, gender (including pregnancy, childbirth, or related medical conditions), gender identity or expression, genetic information, marital status, medical condition, mental or physical disability, national origin, protected family care or medical leave status, race, religion (including beliefs and practices or the absence thereof), sexual orientation, military or veteran status, or any other characteristic protected by federal, state, or local laws. Further, pursuant to applicable local ordinances, Workday will consider for employment qualified applicants with arrest and conviction records. We do not accept resumes from headhunters, placement agencies, or other suppliers that have not signed a formal agreement with us. You may view the Workday’s Pay Transparency Policy, and Know Your Rights Notice, by clicking on their corresponding links. 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. Workday prohibits taking adverse action against any candidate or employee for reporting a possible violation of this policy, requesting one or more work accommodations, exercising a privacy right, or cooperating in an investigation in accordance with applicable law. Any employee who retaliates against a candidate or employee for doing so may be subject to disciplinary action, up to and including termination of employment, to the fullest extent allowable under applicable law. If you require a reasonable accommodation, you may email [e-mail], as far in advance as possible.