Jonathan M K.

VP of GTM Strategy & Marketing - Momentum | Founder GTM AI Academy & Cofounder AI Business Network | Business impact ​> Learning Tools | Proud Dad of Twins

I’m Jonathan, an AI and GTM strategist passionate about transforming how businesses harness AI for real impact. With over 15 years in Revenue Excellence, Enablement, and GTM Acceleration, I’ve successfully developed and implemented transformative enablement programs for global organizations, Fortune 500 companies, and startups. Recognized in SEC’s 2023 & 2024 Enablement Ones to Watch and honored as an Enablement Legend by Seismic and the Enablement Squad, I strive to stay ahead of industry trends.

4 Years ago I deep dove into AI after enabling an AI tech for an internal team and it's customers and in 2022, I founded the GTM AI Academy to bridge the gap between learning AI tools and creating tangible business outcomes. My mission is to provide AI-driven strategies that cover all functions of a Go-To-Market (GTM) team, helping professionals implement actionable use cases for their own companies. I also consult on AI integration and strategy for high-growth businesses, offering GTM insights that drive revenue growth and efficiency.

If you’re looking to leverage AI either for Yourself, Your team, or C-Suite and Board level advising, refine your GTM strategies, or accelerate business outcomes, feel free to connect. I’m always open to discussing the future of AI in business and how to make true impact.

Head of GTM Revenue Enablement & Product Marketing

- Develop and execute revenue enablement strategies to drive sales growth and enhance customer experience.
- Collaborate with cross-functional teams to align revenue goals, optimize processes, and identify market opportunities.
- Conduct market research and competitive analysis to stay ahead in the payment media industry.
- Implement and oversee enablement programs, including training, tools, and resources for our presales, CSM, BDR, partner, and sales team.
- Analyze sales performance data and provide insights to improve revenue generation and forecasting accuracy.
- Cultivate strong customer relationships and support our clients in adopting Simetrik's solutions effectively.
- Drive continuous improvement initiatives to enhance revenue processes and strategies.
-Manage the Product Marketing team creating internal and external facing assets such as videos, blogs, one pagers, white papers, case studies, success stories.

I have been geekin on Claude Skills files lately... want help? Comment below.

A "Skill" is a reusable set of instructions, packaged as a simple folder, that teaches Claude exactly how to handle specific tasks and workflows.

Not a prompt. Not a template. Not a GPT wrapper.

A systematic, portable, repeatable intelligence layer that works the same way every single time, for every person on your team.

Read that again.

Every. Person. On. Your. Team.

This is the difference between "we use AI" and "AI is embedded in how we operate."

Here's what becomes possible when GTM teams build Skills by function:
Marketing 
Build a Skill that embeds your brand guidelines, messaging framework, tone of voice, and content structure. Every piece of content — blog posts, email sequences, ad copy, one-pagers — comes out on-brand without a single revision note about "voice." Your style guide stops being a PDF nobody reads and becomes an operating system that executes automatically.

Sales Enablement 
Build Skills that generate battle cards pulling live competitive intel. Skills that create persona-specific talk tracks based on your sales methodology. Skills that produce discovery call prep docs in 60 seconds using real CRM data. Your enablement team stops being a bottleneck and starts being a force multiplier.

Revenue Operations 
Build Skills that run pipeline reviews with the same analytical rigor whether it's your VP or a new analyst asking. Forecasting workflows that apply your specific qualification criteria. Data validation processes that catch the same errors every time. Tribal knowledge becomes institutional capability.

Customer Success 
Build Skills that prep QBRs by pulling product usage data, support ticket trends, and renewal timelines into a structured executive summary. Health score analysis that follows your exact methodology. Expansion opportunity identification that runs the same playbook across every CSM on your team.

Business Development 
Build Skills that combine your ICP definition, your messaging framework, your personalization standards, and your sequence structure into one workflow. Every BDR writes outbound that sounds like it came from your top performer. New hires ramp in days instead of months.

I created a GTM-specific Skills playbook that maps directly to the roles above — with prioritized use cases, implementation sequences, and the frameworks I've used training 10,000+ GTM professionals on AI adoption.

It's the strategic layer on top of Anthropic's technical foundation.

Want it?
-Like this post
Comment "SKILL" and I'll send you BOTH:
Anthropic's Complete Guide to Building Skills for Claude (the free technical blueprint) and my own GTM version.

Or get the Anthropic guide here: https://lnkd.in/eKnFkteD
And some GTM Goodies version here: https://lnkd.in/eRtSsndC

Jonathan K.

Spent 45 min digging into Steve Cunningham Cowork setup and its mindblowing, want to see it? Comment below.

Steve Cunningham lived this. He spent 10 years building a company based on his superpower: reading business books and summarizing them better than anyone.

Then ChatGPT showed up and did his 8-hour process in 5 minutes.
His 10-year advantage evaporated overnight. But instead of clinging to the old model, he burned it down.

Steve completely rewired his mental model. He stopped treating AI like a tool and started treating it like a company.

He built an "org chart" of agents inside Claude Cowork.

He has a "COO" file that onboards the AI before every task.

He runs functional departments—Marketing, Product, Sales—staffed by AI agents with specific roles and context.

The result?
At the end of every 30-minute work session, he prints a "receipt."

Last week, 30 minutes of his time replaced $14,000 and 70 man-hours of external agency work.

The gap between people playing with AI and people operating with AI just became a canyon. It’s no longer about knowing the newest tool. It’s about organizational design.

Stop building AI workflows. Start running an AI company.

I broke down Steve's entire playbook—from his folder structure to his "Invoice Method"—in my latest newsletter. It’s a blueprint for urgency.

Want to see it in action and the playbook?
-Like this post
--Comment "Cowork Setup"
-Repost cuz you like me

or get it here: https://lnkd.in/eZ3Qf9xv

Anthropic just dropped a jobs report that should have everyone's attention. Want the link? Comment below.

"Labor market impacts of AI: A new measure and early evidence" (Massenkoff & McCrory, March 5, 2026)

The headline findings everyone will talk about: 
→ Computer programmers: 74.5% observed AI exposure 
→ Customer service reps: 70.1% 
→ Sales reps (wholesale/manufacturing): 62.8% 
→ Market research & marketing specialists: 64.8%

The finding most people will miss: 

There's a massive gap between what AI CAN theoretically do to a job and what it's ACTUALLY doing. The "observed exposure" is a fraction of the theoretical capability.

Translation: We're still early. The wave hasn't crested.

This report looks at broad BLS occupational categories. It doesn't break down what's happening inside GTM specifically.

So I did it.

I took the same logic, theoretical vs. observed exposure, task-level analysis, automation vs. augmentation weighting—and mapped it across 7 GTM roles:
🔹 Revenue Leaders 
🔹 Customer Success 
🔹 RevOps 
🔹 Enablement 
🔹 Sales 
🔹 Business Development 
🔹 Marketing

The results are... uncomfortable in the best way.

Some roles are seeing 60-70%+ task coverage RIGHT NOW. Others have massive theoretical exposure but almost zero observed deployment.

That gap? That's your window.

If you want the original report and my GTM version, then....
-Like this post
--Comment "GTM" 
---Repost for others who wanna see

Or get it here: https://lnkd.in/e23zQNMs

I'll send you the full GTM AI Exposure Report and the original Anthropic report.

Socure's RevOps team just showed me how they sped up sales cycles without adding heads with AI, want the playbook? Comment below

They showed me how they wired 4 tools into one orchestration layer that gives complete deal intelligence to every human who touches the account.

Evan Morgan and Colin Gerber came on the GTM AI Podcast and walked through the exact wiring:

→ How they killed the "can you loop me in?" message forever
→ Why they plugged Glean into Salesforce and it was useless (then how they fixed it)
→ The two councils that prevent tool sprawl before it starts
→ Where AI selling actually works vs. where humans still own the relationship

Most teams buy great tools that operate as isolated islands.

The orchestration layer is the entire game.

I turned this into a full GTM AI Orchestration Playbook:
-The 5-layer stack architecture
--The O-A-R maturity model
---Implementation templates with week-by-week timelines
----The 4-gate evaluation framework before any new AI capability
-----The cheat sheet you can pin and execute weekly

This isn't theory. It's how a team running $700K enterprise deals actually operates.

Want the playbook + podcast episode?

-Like this post
--Comment "ORCHESTRATE"
---Repost for your network

Let me know what you think!

or get it here: https://lnkd.in/eU3qFm9u

We dug deep with Scott Wueschinski about his AI playbook that created millions in pipeline in 3 months, want to see it? Comment below.

Most GTM teams are managing 15-30 tools.

And still can't get a personalized email out without a "GTM engineer."

That's not a tech stack. That's a tax on your pipeline.

Scott joined Jonathan Moss on GTM AI to demo something different.

He built $100M in qualified pipeline in 3 months at his last company. 

Now he's productized that playbook at GTMFI. 

Here's what he showed us live:
An AI agent that builds your entire GTM foundation in 5 minutes. 

ICP, personas, pain points, use cases, competitive intel, qualifying questions. What agencies charge $5K-10K for.

Specialized outbound agents for every channel and intent type. Not one AI writing everything. Separate agents for email (onsite intent), email (offsite intent), LinkedIn, SMS, WhatsApp. 

Because a prospect who hit your pricing page needs a completely different message than one who read a competitor comparison.

A meeting follow-up automation that drafts your emails before your next call starts. Circleback to n8n to Anthropic to Slack to Gmail draft. No more 6 PM email scrambles.

The thesis that ties it together: content drives intent, intent drives outbound, outbound drives revenue.

Not the reverse. And most teams have it backwards.

Want the podcast and playbook?

-Like this post
--Comment "GTMify"
---Repost for others cuz you are nice

or here https://lnkd.in/gwF8fkrE

And I will send you all the goods

#GTM #AI #GoToMarket #SalesAutomation #B2B #GTMAIAcademy

Jonathan M Kvarfordt, MBA

Sendoso fired 73% of their BDR team. Pipeline doubled. Want the playbook? Comment below.

This is literally one of the most meaty and valuable podcasts I have done cuz the Sendoso team laid out what they are doing which is pretty incredible

15+ BDRs.

Less than 15% of pipeline.

That was Sendoso's reality 18 months ago.

Today?

4 BDRs. 30%+ of pipeline. 2x growth.

And the CoCEO and Cofounder Kris Rudeegraap, their Director of Growth Austin Sandmeyer 🔥🎁, and their "secret weapon" GTM engineer Egan Callahan just broke down exactly how they did it live on the GTM AI Podcast.

Here's what nobody talks about:
Most AI pilot programs die in Week 2.

Not because the AI was bad.

Because there was no harness around it.

No session recovery. No validation layers. No rollback. Just vibes and a ChatGPT wrapper.

Sendoso built 3 production agents that actually run:
→ A contract scraper that saves 45 min per renewal 
→ A deep research engine that surfaces win/loss patterns from every deal ever 
→ An AI proposal generator that pulls from Salesforce + call transcripts automatically

They also shared the full tech stack (26 tools), the build vs. buy decision tree, and a 30-day roadmap any GTM team can follow.

We turned it into 2 free playbooks.

No fluff. No theory. Just the exact architecture, checklists, and frameworks they used.

🎙️ Full podcast episode dropping this week.

Want it? 
You know what to do... 
-Like this post 
--Comment SENDOSO 
---Repost for others who would love this

and I'll send you both playbooks + the full episode link directly.

or get it here: https://lnkd.in/e_au77rz

What's the one manual task your team does every day that AI should already be doing?

Ever feel behind with AI? Need objective news, updates for GTM? Comment below, I got you.

Every week at GTM AI Podcast and Newsletter, Jonathan Moss and I drop:
→ AI tool reviews that actually tell you what works (and what doesn't)
→ Workflows that replace hours of manual work
→ News that matters for GTM teams
→ Tech breakdowns without the hype

No paywalls. No "premium tier" upsells. No gated content games.

Why?

Because the AI landscape moves too fast to gatekeep. The teams winning right now aren't the ones hoarding information. They're the ones sharing it, testing it, and iterating faster than everyone else.

That's what we do every single week.

The smartest people in AI can't agree on what happens next. That's actually the point. We cover the debates, the disagreements, the real conversations happening at the frontier.

One of our featured guests just used Claude Cowork breakdown to replace $14K of agency work in 30 minutes and we break it down for you to duplicate along with the podcast video showing you the goods in action.

That kind of stuff shouldn't cost you anything to learn.

Here's what you get when you subscribe:

🔧 Weekly AI tool deep dives: not surface-level reviews, actual hands-on breakdowns with use cases for sales, marketing, CS, and RevOps

📰 AI news that actually matters: filtered for GTM teams so you're not drowning in research papers and hype cycles

⚙️ Ready-to-use workflows: the same systems I use to run GTM at Momentum.io, packaged so you can implement them today

🎙️ Podcast episodes with operators building AI-native revenue teams: real conversations, not vendor pitches

The gap between AI-curious and AI-native is widening every week.

The people on the right side of that gap? They're not smarter. They just have better information sources.

This is ours. And it's free.

Want in?

1. Like this post
2. Comment "GTM AI"
3. I'll send you the link

P.S. Repost if you know someone drowning in AI noise who needs signal instead.

Fiona Simpson, CAPM

Enablement Team Lead

Senior Solutions Consultant at QGenda

When people are ready to stop second-guessing themselves and trust what they already know, they call me. I help capable leaders and professionals trust what they already know, so they can make confident, aligned decisions in work and life.

Not every revenue problem is tactical.
Sometimes it’s cultural. Sometimes it’s clarity.
Sometimes... you just need someone to ask better questions.

By day, I’m a Senior Revenue Enablement Business Partner at Boomi, where I lead programs that are practical, scalable, and human-centered. It’s work I care about deeply, and it keeps me close to the evolving needs of modern revenue teams.

Outside of Boomi, I run ReflectPath: an advisory practice for people who are ready to lead with more clarity. For GTM leaders, that means being a thinking partner: helping you see blind spots, prioritize what matters, and make smarter decisions faster. For professionals in transition, it’s a space for reflection, strategy, and figuring out what’s next.

This isn’t coaching in a vacuum - and it’s not tactical consulting either. It’s grounded, real-world advisory for people doing hard things at critical inflection points.

If your work or leadership feels foggy, I help bring it back into focus.

Let’s connect — or learn more at www.reflectpath.com

Sales Enablement Manager

•Align learning and development principles with adult learning theory to foster change. Plan and facilitate interactive learning sessions for corporate sales team. 
•Create and track win/loss reports for senior leaders, providing recommendations on enablement opportunities.
•Plan annual Global Sales Kick Off aligned with leadership vision and objectives. Organize content including theme, agenda, general session, breakouts, and panel discussions. 
•Plan and monitor Sales Certifications to solicit behavior change; plan and execute new processes and initiatives such as Salesforce Hygiene that improved user functionality, communication, and tracking.

When I was in my 20s I learned that red is my power color. No, not from the 80s “what season are you?” stuff, but the color that makes me feel like I can take on the world. Like I can roll with any thing that comes at me. Like I can command the room and get sh*t done. 

Big meeting? Red shoes, red lipstick, maybe a red belt or other accessories. 

Going to be talking with my hands a lot? Red manicure is a must (OPI Big Apple Red, of course)

Need to give someone a dressing down or “don’t mess with me” talk? Probably all red outfit just to make sure they get the message. 

Heading to the Women in Sales GTM Leadership retreat where I will indeed be talking with my hands a lot - presenting one of the sessions and also I get excited talking with my WIS girl gang about pretty much anything - so the manicure was top on my pre-flight checklist!

What’s your power color, or your go to accessory when you need to kick a$$ and take names?

Fiona Simpson

You already know what to do. I’m here to help you trust it. | Enablement Leader | Speaker | Principal Advisor & Founder, ReflectPath

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I will be a sharing a ton about the INCREDIBLE Boomi RKOM next week, but for today, I just want to say thank you to the unbelievably magical team of folks I get to work with every day. I legitimately cannot stop talking about how much I love this team. 

Professionally, we bring together such a strong set of skills: Enablement, GTM experience, project management, learning & development, leadership, business acumen... the list goes on and on. What each person brings to the table compliments with the rest of the team and strengthens all of us.

Personally, I'm just gonna say it: we're all really flipping awesome. From ridiculous senses of humor across the board, to really cool hidden talents, hobbies, and passions, to the way each of us cares deeply about the wellbeing and success of our colleagues... not to brag, but we're kinda the best 🤷‍♀️ 

I could not be more proud of all the things that we accomplished to pull together this event, the way we handled the curve balls, the sheer amount of time, effort and passion that was put in to get us across the finish line. 

Bravo, team!

One of my most common conversations with GTM leaders is about showing up as yourself. Whatever that looks like, I find that everyone is more successful in big moments when they don’t try to alter their natural ways of communicating and presenting themselves. A key pillar of confidence is authenticity, so they go hand in hand.

Which also means I walk the walk myself. 

At our kickoff last week, for me this meant:
✨ Having the most fun with my outfits. Showing up with pizazz and fun because life is too short for a navy pant suit. Please enjoy the evidence below. 
✨ Facilitating 3 sessions with a healthy dose of humor and sass, because that’s how I do… pretty much everything. (However not sure my joke about Girl Scout cookies, which I brought for my workshop room, being made from real Girl Scouts totally landed 😬)
✨ Introducing myself to executives, channel partners and sponsors because… why not? As a leader I constantly remind people that you’ll never know when you need to tap these sorts of folks, so get to know the before you need them. Which means I need to too. 
✨ Staying up weeeelllllll beyond my bedtime (responsibly) to hear the things that don’t get said in conference rooms and Zoom calls. Because building relationships that help me execute better is far more important than loosing a few hours of shut eye. 

For me, showing up as myself can be a little “loud”, but that’s not the same for everyone. What’s one way you showed up recently that felt like totally, authenticly you?

Giving myself an A+ for how I celebrated International Women's Day:
- Slept in to help my body catch up on rest in the middle of Week 2 of a 4-week travel sprint
- Woke up and told James "It's International Women's Day, you have to do everything I say." 🤣  I'm lucky he thinks I'm funny.
- Went to the mall to do some returns, replace a few closet staples, and met two amazing women who are building incredible futures for themselves; sat with them for over an hour getting to know each other. We have a spa day on the books for late March now too!
- Spent an hour on the phone with my mama
- Ate truffle fries for lunch 🍟 
- Told my besties how much I love them and how I absolutely love being a part of their world
- Gave out a zillion 👍 👏 ❤️  reactions on all the awesome posts from my girl gang here on LI
- DGAF about posting something "on time" because I didn't have my thoughts together yet.

To all the amazing women around the world: whatever you're doing, keep doing it. Whatever gives you joy, do more of that. Whatever slows you down or drains you, get rid of it. Whoever you can bring along for the ride, bring them. Which ever names you can say when they're not in the room, say them. 

And now, a retrospective of every picture of my gals I could find on my phone from the past year!

Call it kismet, but one of the best things about this week was that I happened to be in Vancouver for this quarter’s Women in Sales  local chapter meet up! Ellie Hutton led a great discussion on how GTM functions work together to earn the next sale from customers, and we had over a dozen women making connections in the room. 

I say it a lot, and will keep saying it: the Women in Sales community is one of the rare ones that is truly a *community.* From fantastic discussions on the Slack group, to the never-quiet job board, to some of the best in the biz making themselves available in DMs and 1:1 conversations… not to mention the in person connections that are the foundation for long-lasting professional and personal connections. 

In the past ~18 months, WIS has allowed me to:
- sign with two of my best GTM advisory client contracts with companies I “met” through WIS 
- formally launch ReflectPath with dozens (hundreds?) of women cheering me on 
- sponsor & lead a fantastic webinar on a topic many in the community wrestle with 
- attend 2 retreats - including next week in San Diego - and eight local events/meetups: Vancouver this week, 4x in Atlanta, 2x in Chicago, and Galentines Day in San Francisco last year!
- build lasting, deep, life-changing personal & professional connections with dozens of incredible women

I could go on and on, but the point is: if you haven’t joined Women in Sales, what the heck are you waiting for?!? Link to the Slack community below! It’s completely free to join!

Last week at RKOM, I was reminded again that enablement isn’t about slides. It’s about confidence, clarity, and capability.

From an enablement perspective, what we put together is something I’m incredibly proud of:
🔹 Hands-on over hypothetical – We focused on real scenarios, not theory. The goal wasn’t just to explain the platform, but to help teams experience how the pieces come together to drive value.
🔹 Platform storytelling – We leaned into connecting integration, automation, data, and AI into one cohesive narrative. Not product silos. Not feature tours. A story that makes sense to both technical and executive audiences.
🔹 Built by the field, for the field – So much of what showed up last week was shaped by real customer conversations and frontline feedback. That practicality made all the difference.
🔹 Confidence building – The biggest win? Seeing teams walk away thinking, “I can run this conversation.” When top reps present on stage and the CEO's feedback is just "WOWWWWWW"... that will put some pep in their step!

There’s a lot of work that goes into making moments like RKOM look seamless. Late-night prep, cross-functional collaboration, iterating on activity scenarios, refining messaging. It was absolutely a labor of love, and we had some fun along the way!

If last week proved anything, it’s this: when enablement is intentional and aligned to real-world selling motions, it becomes a force multiplier.

Already excited for what we build next. 🚀

This cute lil face will see the inside of ELEVEN different airplanes in the window from Feb 20 to March 20. Why?

Because being face-to-face with my stakeholders is absolutely the most valuable use of my time. We move faster. We understand each other better. We have those sidebar conversations that don't happen on Zoom. We actually build relationships, not just interactions. What I explain to a new hire over a webinar hits totally differently when we're in the room and problem-solving together. It's irreplaceable. 

And the #skymiles don't hurt 😉

SET A NEW RECORD THIS WEEK! 

Most number of randos sending connection requests and immediately sliding into the DMs to sell me something. 

Most number of people IMMEDIATELY blocked.

Most "didn't your mama (aka sales leader) never teach you nothin?!" eye rolls in one week!

Do better folks. Just... anything but what you're doing now.

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