GTM Change Enablement Senior Principal (AI)

Workday, Inc.; Pleasanton (CA); Hybrid; USD 211,000 - 316,000; Full time

Job summary

Workday, Inc. in Pleasanton, CA is seeking a senior Change Enablement professional to lead GTM transformation enablement across CRM and quote-to-cash systems.

This pivotal IC role drives adoption, messaging, and training for Sales, Marketing, and RevOps with a focus on AI-driven capabilities. You’ll shape strategy, build executive relationships, and deliver scalable enablement content while aligning with business outcomes and stakeholder sponsorship.

Qualifications

• 12+ years of experience in change management, GTM/CRM systems enablement, IT communications, or a related field.
• Direct exposure to enablement for GTM systems (e.g., Salesforce/CRM, CPQ, quote-to-cash)
• Demonstrated experience defining and leading enablement strategy for critical, ambiguous initiatives with wide latitude over approach and objectives
• Experience leveraging AI tools and technologies in work processes

Responsibilities

• Own the change enablement strategy for the GTM transformation program, defining the overall approach, sequencing, and readiness plan that aligns with the program's milestones and business outcomes.
• Serve as a senior spokesperson and trusted advisor for change enablement to GTM leadership (Sales, Customer Success, Marketing, RevOps) and Business Technology stakeholders, building formal networks with key decision makers to secure sponsorship and alignment.
• Exercise wide latitude in shaping objectives and approach for critical, often ambiguous GTM systems initiatives — determining the right methodology, sequencing, and engagement model rather than following a predefined playbook.
• Define persona-based enablement campaigns tailored to distinct GTM audiences (e.g., Account Executives, SDRs, Customer Success Managers, Sales Leaders, Marketing Ops) to ensure messaging, training, and support resonate with how each group actually works.
• Champion the responsible use of AI in both the enablement approach and the GTM systems being adopted — using generative AI to accelerate content creation and personalization, and helping GTM teams understand and adopt AI-driven capabilities introduced through the transformation program.
• Partner with GTM Transformation program leadership to translate complex systems and process change into clear enablement plans, communications, and training that drive adoption and minimize disruption to revenue-generating teams.
• Create high-quality, consumable enablement materials — including Slack updates, email communications, short-form video tutorials, intranet/FAQ content, and AI-powered self-service resources — that simplify complex GTM systems and process changes.
• Curate and share GTM transformation success stories, capturing measurable wins and lessons learned to build momentum, credibility, and executive confidence in the program.
• Define and track adoption and business-outcome metrics specific to GTM systems and processes (e.g., rep productivity, pipeline hygiene, time-to-proficiency), using data and AI-assisted analytics to continuously refine the enablement approach.
• Collaborate cross-functionally with GTM systems product/engineering teams, enablement and communications peers, and Business Technology to drive a cohesive adoption approach across the GTM platform ecosystem.
• Act with urgency, judgment, and organization in a fast-moving, often ambiguous environment where GTM transformation priorities can shift quickly.
• Contribute to in-person and virtual collaboration sessions, bringing a GTM and end-user lens to broader program and systems discussions.

Skills

Change management

CRM enablement

IT communications

Tools

Salesforce/CRM

CPQ

Job description

Workday, Inc. in Pleasanton, CA is seeking a senior Change Enablement professional to lead GTM transformation enablement across CRM and quote-to-cash systems.

This pivotal IC role drives adoption, messaging, and training for Sales, Marketing, and RevOps with a focus on AI-driven capabilities. You’ll shape strategy, build executive relationships, and deliver scalable enablement content while aligning with business outcomes and stakeholder sponsorship.