Principal, Strategic Business Development

Workday•Apply•Published 1 days ago•First seen 6 hours ago

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 Revenue Operations Director, Global oCFO will act as the sales COO to drive disciplined, scalable execution for Workday’s oCFO business line, primarily supporting the Sales AVP, oCFO North America, while also providing support to EMEA and APAC. While directly reporting to the Senior Director of Revenue Operations, this leader will own the intersection of revenue strategy, business operations, analytics, systems, governance, and field enablement.
This role serves as the central operational partner to oCFO sales leadership and cross-functional stakeholders across Revenue Operations, Product, Partners, Marketing, Customer Experience, Finance, Compensation, and GTM Systems. The Director will translate strategic priorities into integrated workstreams, clear decision forums, measurable operating rhythms, and actionable insights for oCFO leaders, Regional Sales Directors (RSDs), and account executives (AEs).
The ideal candidate combines rigorous operational leadership with strong analytical judgment and proven success navigating complex, matrixed SaaS organizations.

About the Role

Orchestrate Global Operating Cadence: Design, execute, and continuously refine the end-to-end operating rhythm - including Operating Council, Steering Council, Monthly Business Reviews (MBRs), leadership calls, and seller forums - ensuring clear inputs, decision rights, and follow-through.
Bridge Strategy to Execution: Convert oCFO strategic priorities into integrated cross-functional roadmaps, workstreams, decision logs, and risk-mitigation frameworks. Surface blockers early and maintain accountability through rollout and scale.
Build the Performance Data System: Establish a single-source-of-truth "state of the business" view for oCFO (pipeline, coverage, bookings, forecast accuracy, quota attainment, productivity, and seller capacity) to guide strategic decision-making.
Drive Analytics & Dashboard Strategy: Partner with Revenue Insights and GTM Systems to prioritize, govern, and enhance data products (e.g., Sigma, Adaptive Planning), delivering tailored, role-based insights for AEs, RSDs, and executive leadership.
Strengthen Systems & Data Governance: Instill operational rigor across core platforms (Salesforce, Clari, Xactly). Standardize process intake, quota/territory escalations, compensation alignment, audit tracking, and ongoing data hygiene.
Guide Organizational & Model Evolution: Support operating-model changes, role clarity, and communication plans across the global oCFO organization, ensuring zero disruption to account teams, forecasting, or customer experience.
Foster Global & Matrix Diplomacy: Act as the trusted connector between oCFO sales leadership, regional/industry teams, and global functional partners. Balance globally standardized processes with localized field realities.
Lead Field Enablement & Change Adoption: Develop operational communications, enablement toolkits, and leadership narratives that drive seller adoption of new tools, governance policies, and workflows.
Advance AI & Operational Innovation: Identify and operationalize AI and automation opportunities to boost seller productivity, streamline operational workflows, and enhance predictive forecasting precision.

About You

Basic Qualifications

Experience: 8+ years in Revenue Operations, Sales Operations, Business Operations, or Strategy Consulting within a high-growth SaaS or complex enterprise software environment.
Execution Record: Proven ability to take operating strategies from Design → Pilot → Implementation → Measurement → Continuous Improvement.
Cadence Management: Direct experience building and running executive-level cadences (Operating Councils, QBRs/MBRs, cross-functional steering committees).
Analytical Fluency: Expert ability to synthesize complex performance, pipeline, capacity, and operational datasets into clear decisions and executive narratives.
GTM Tech Stack: Strong proficiency with core enterprise GTM systems (CRM, forecasting tools, compensation, territory, and business intelligence).
Matrix Leadership: Proven ability to lead and influence senior executives, regional field teams, and cross-functional partners without direct authority.
Education: Bachelor’s degree or equivalent practical experience.

Other Qualifications

Experience supporting specialist, overlay, industry, or global matrixed sales organizations.
Hands-on familiarity with Salesforce, Clari, Sigma, Adaptive Planning, and Xactly.
Track record of leading data-quality, compensation, quota/territory restructuring, or enterprise organizational change management.
Direct experience developing or deploying AI-enabled workflows, predictive analytics, or automation for revenue organizations.
Advanced degree (MBA or equivalent).

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.IL.ChicagoPrimary Location Base Pay Range: $184,800 USD - $277,200 USDAdditional US Location(s) Base Pay Range: $167,200 USD - $297,000 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.

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Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans.

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