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.

I operate at the intersection of leadership, engagement, and financial performance helping organizations turn people systems into real business leverage.

As a Senior Director of Leadership & Organizational Development at a Fortune 150 company (NRG Energy), I work at enterprise scale, partnering with executive teams to strengthen leadership systems, accelerate execution, and build the organizational infrastructure required to deliver results in complex, matrixed environments.

Across nearly two decades, my work has focused on one core question:

How do leaders create clarity, accountability, and performance that actually compounds?

I’ve led leadership and organizational transformations across companies ranging from 150 to 15,000+ employees, supporting:

•  Post-acquisition integration
•  Rapid growth
•  Culture and operating-model resets
•  Leadership modernization

Not through one-off training but through systems:

• decision rights
• governance
• leadership expectations
• feedback loops
• performance infrastructure

The organizations that win aren’t the ones with the most talented leaders.
They’re the ones with the best leadership systems.

I also explore how AI and modern technology are reshaping leadership not by replacing people, but by reducing cognitive load, increasing decision quality, and enabling leaders to scale their impact faster than ever.

Here, I share practical frameworks, field-tested insights, and real-world lessons from inside complex enterprises for leaders who care about engagement, execution, and EBITDA.

Views expressed here are my own and do not represent those of my employer.

Olga F.

✨ Mgmt. Monday: Watch for Summit Fever✨

Years ago in Patagonia, I was on a pre-dawn climb with an expedition group.
It was 3am. Bitter cold. And only getting colder as we gained elevation.

Our guide stopped us and asked: “If you were leading, would you turn back?”
We all said yes. Conditions weren’t good. Risk was rising. Still two hours until the coldest part of the morning.

Then he asked: “So should we turn around?”
We all said no.

He looked at us and said: “That’s summit fever. It’s why people die in the mountains.”

We were so focused on the outcome, we ignored what we already knew.

I see versions of this in teams all the time: pushing to hit the date, finish the launch, prove commitment… even when the signals say pause, reset, or change course. The closest corporate term is sunken costs. When we've spent too much to turn around now (money, energy, time).

As leaders, our role isn’t just to reach the summit. It’s to protect the team on the way up and down.

A simple Summit Fever checklist:
🔎 If we were starting today, would we still choose this plan?
🔎 Are we ignoring any risks or red flags right now?
🔎 How’s everyone’s energy and workload?
🔎 Are we sacrificing quality to move faster?
🔎 Do we feel safe to pause or reset if needed?
🔎 Are these still the right activities to drive impact?

If those are hard to answer honestly, that’s usually the sign.
Sometimes the strongest leadership move is knowing when to turn back.

#ManagementMonday #PeopleLeadership #Leadership #TeamHealth #OutdoorLeadership #Impact

Olga Feingold, MBA

Compounding Performance through Scalable Leadership Systems | Fortune 150 Sr Director

✨ Transformation Tuesday: The Law of Three ✨ 

A few times a year I use Transformation Tuesday to talk about something deeper than management tips, how culture actually transforms inside organizations, but through the small behaviors leaders allow to repeat.

One concept we used guiding outdoor leadership expeditions, was the simple rule: the Law of Three.

➡️ If a behavior showed up once, you noticed it.
➡️ If it showed up twice, you addressed it.
➡️ If it showed up three times, it was no longer a moment. It was becoming culture.

Culture isn’t shaped by big speeches or values on the wall. It’s shaped by what leaders allow to repeat.

One behavior leaders can sense is “alligator arming.” Alligator arming is when someone reaches halfway instead of fully committing. They technically participate, but they don’t fully extend themselves to make the outcome successful.

In organizations, it often shows up in small ways that seem harmless in the moment:
 - Being the final “yes” on a meeting but not actually scheduling it, leaving everyone waiting for someone else to take the next step.
- Offering to help on a project but staying quiet when you see it’s missing critical components.
- Missing meetings where key decisions are made, then saying afterward, “I didn't know that was going to happen.”

None of these look like major issues on their own. But repeated enough times, they quietly become the way the team works.
This is where the Law of Three matters.

Strong culture leaders don’t wait until behaviors become norms. They intervene early and clearly.

Here are three ways to nip it in the bud:
1️⃣  Close the loop immediately. The first time you recognize it's a "Law of Three" remind yourself to name it - bring the behavior into the light. 

2️⃣ Reward desired behavior. If there is a teammate doing the opposite behavior (the one you want) name it, yell it, reward it. Make it visible and loud so others see what gets you ahead. 

3️⃣ Address patterns, not just moments.  When a behavior shows up repeatedly, name the pattern. "I’ve noticed a few times where concerns come up after the decision. Let’s make sure those are raised while we’re deciding.”

That conversation protects the team’s standards.

Because the truth is simple:
➡️Every repeated behavior becomes a signal.
➡️A signal of what the team values.
➡️A signal of what the leader tolerates.
 
And eventually, a signal of culture.
Great leaders don’t wait for culture to drift.
They step in before the third time.

Excited to be there! I was one of two women in my entire mathematics department and one of maybe seven in my computer science classes. 

Let’s go Utah! It’s so empowering to see so many young girls engaged in STEM!

SheTech Explorer Day is in 10 days - we still need about 30 industry mentors. (for context 1000 industry partners help us with the program)  and we are expecting 3500 high school students. 

I often get asked what it means to be a mentor - on that day you have to be willing to guide a table of students through a Tech Challenge (we faciliate the steps for the entire group), love engaging with students, help them learn guide them to problem solve, ideate, find solutions and pitch and be willing to inspire them to see possibilites they have never considered before. 

We have been running this program for over 10 years, 40,000 students have gone through the program and now over 400 students graduate each year from college in STEM careers because of SheTech - the impact is real and only possible because the industry shows up with 1000 people to help us with the program. 

If you can make it on Feb 24 between 10 -1 at the Mountain America Expo Center and attend a training before we need you!! Sign up to be a mentor here: https://lnkd.in/gMm8-dnQ

And also - check out the article from TechBuzz all about the program Women Tech Council

https://lnkd.in/gkJMq54N

Open article: SheTech Explorer Day Takes the Stage by techbuzznews.com

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