Manager, Go-To-Market (GTM) Associates

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, 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 Our GTM team has a unique mission: to help organizations realize the transformative value that Sana’s products can deliver across industries and geographies. This role blends commercial acumen, strategic vision, and a deep understanding of customer needs. As a Manager of our GTM Associate team you will build and lead a team of GTM Associates (GTMAs) who serve as the crucial first touchpoint with stakeholders at leading global organizations. This is a front-line leadership role focused on building the team and processes that source our highest-value deals. Key Responsibilities Include: Pipeline Leadership: Own the pipeline engine that fuels our growth by sharpening inbound and outbound playbooks. Team Development: Recruit, coach, and develop GTMAs into top-performing pipeline generators. Strategic Alignment: Partner closely with sales and marketing leadership to ensure pipeline generation aligns with revenue goals as the go-to-market motion evolves. Market Expansion: Help shape our products by identifying emerging market trends, exploring strategic needs, and mapping new market expansion strategies. About You Basic Qualifications 4-5 years of experience in a commercial or sales function at a B2B startup. 2-3 years of GTM leadership: Demonstrated experience managing or leading a sales development, business development, or GTM teams. 2-3 years of Pipeline Generation Experience: Proven success in building and scaling a pipeline through outbound prospecting, inbound qualification, or both. Superb written and verbal communication skills, backed by a track record of coaching others to the same standard. Other Qualifications Strategic Execution: The ability to assess markets, identify high-value opportunities, and utilize tactical skills to convert insights into results. Mentorship: A genuine passion for building people, deriving energy from coaching early-career talent into top performers. Problem Solving: First-principles thinking paired with a "roll up your sleeves" mentality and a strong bias for action. Mindset: Curious, growth-focused, self-guided, and driven to consistently deliver high-quality work autonomously. What We Offer Impact: Help shape the future of AI alongside brilliant minds across 5+ countries and global customers. Compensation: A competitive salary complemented by a competitive RSU program and eligibility for a role-specific commission or bonus plan. Growth: Swift professional development in an evolving environment, supported by continuous feedback and mentorship from senior leaders. Workspace: Beautiful office locations in Stockholm, London, and New York. 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: $119,500 USD - $179,300 USD Additional US Location(s) Base Pay Range: $100,900 USD - $179,300 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 accommodations@workday.com, as far in advance as possible. Are you being referred to one of our roles? If so, ask your connection at Workday about our Employee Referral process! At Workday, we value our candidates’ privacy and data security. 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