Principal Commercial Product Manager

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.

We are seeking a highly experienced, strategic, and results-driven Principal Commercial Product Manager to lead commercial strategy, pricing architecture, and packaging models for our Talent portfolio. Reporting into the Director of Outbound Product Management, this role serves as the authoritative commercial expert within the product organization.

In this role, you will be responsible for defining how our software capabilities—spanning core talent products and emerging agent experiences—are packaged, priced, and monetized globally. You will work in a highly matrixed environment, partnering across Product Management, Engineering, Product Marketing, Finance, Sales, and Legal to turn product value into enterprise revenue.

• Architect Monetization & Pricing Strategy: Own and evolve the global pricing architecture and packaging frameworks across our product portfolio. Design tiering, bundle structures, usage-based, and value-based monetization models that align with customer buying behaviors and maximize Annual Recurring Revenue (ARR).
• Drive Commercial Launch Readiness: Partner with Product Managers and Engineering leaders early in the development lifecycle to evaluate the commercial viability of new features and capabilities. Ensure clear commercialization criteria and packaging strategies are established well ahead of global product launches.
• Cross-Functional Leadership without Direct Authority: Lead cross-functional commercialization task forces comprising Product Marketing, Field Enablement, Pricing/Finance, and Sales. Align disparate teams around a cohesive commercial strategy without relying on direct reporting lines.
• Voice of the Market & Competitive Commercial Intelligence: Conduct rigorous market analysis, customer willingness-to-pay studies, and competitive pricing benchmarks. Synthesize complex buyer feedback and economic trends into actionable pricing adjustments and strategic recommendations.
• Sales Collaboration & Value Realization: Partner closely with Field Sales, Solution Consulting, and Deal Execution teams to understand real-world deal dynamics, discounting behavior, and contract friction. Refine packaging models to streamline deal velocity and increase total contract value (TCV).
• Executive Alignment & Strategic Evangelism: Serve as the primary commercial strategist presenting monetization frameworks, gross margin projections, and ROI models to senior product and executive leadership.

• 10+ years of experience in Product Management, Commercial Strategy, Pricing & Packaging, or Management Consulting within the enterprise B2B SaaS industry .
• 5+ years of experience specifically focused on designing, launching, and optimizing B2B SaaS pricing, packaging, and monetization models.
• Demonstrated experience operating successfully as a senior/principal individual contributor influencing cross-functional teams in a large, matrixed software organization .
• BS / BA degree or equivalent practical experience .

• SaaS Business Acumen: Deep understanding of SaaS unit economics (ARR, NRR, CAC, LTV, gross margins) and experience designing multi-tiered or consumption-based monetization strategies.
• Strategic Influence: Proven track record of influencing product roadmaps, executive leadership, and sales organizations without direct authority .
• Analytical Rigor & Data-Driven Decision Making: Exceptional quantitative modeling skills with the ability to analyze complex usage data, deal history, and willingness-to-pay research to back up strategic proposals
• Managing Ambiguity: Exceptional ability to navigate complex organizational structures, resolve strategic friction between sales goals and product vision, and drive clarity in ambiguous market conditions.
• Communication Excellence: Outstanding narrative-building and executive presentation skills, with a proven ability to translate complex technical capabilities into clear commercial value propositions.
• Domain Experience: Familiarity with enterprise HCM, Financials, or AI/ML workflow commercialization is highly desired].

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.

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