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.

Helping revenue leaders turn sales training into seller learning.

When I first started coaching B2B enterprise sellers,
I’d never actually closed an enterprise deal.
I felt like a fraud.

I was Head of Global Sales Enablement at a billion-dollar tech unicorn.
Our win rate on $70K+ deals was stuck at 17%.
The SVP of Revenue brought me in because his sales leaders “didn’t have time” to coach.

I had loads of experience with SMB and mid-market sellers.
But enterprise? Not so much.

⸻

So I outworked my self-doubt
→ Watched 500+ hours of Gong calls
→ Studied win/loss patterns and buyer conversations
→ Built a 3-month certification on product knowledge, call scripts, and MEDDICC

The team loved it.
But our buyers didn’t.

That 17% win rate?
It didn’t budge.


That’s when it hit me
Enterprise sales isn’t just scaled-up Mid-Market.
It’s a completely different beast.

I’d been coaching sellers on what to say during calls.
But larger, more complex deals hinge on what buyers do between them.


So I shifted my focus
→ Studied consulting practices at Bain, Deloitte, and BCG
→ Learned financial modeling
→ Reverse-engineered business cases from our closed-won deals

Then I coached sellers on how to write strategic narratives, 
and gave leaders the tools to reinforce them.


That’s when everything changed
We qualified fewer opportunities… but deals moved faster.
Win rates climbed.
Contract value jumped by 15%.


Now I help B2B software sales leaders:
→ Pinpoint exactly where deals stall using AI and their actual CRM data
→ Train reps to create deal-specific business cases (not generic pitches)
→ Measure rep performance beyond just pipeline metrics and win rates


Client results:
→ Veriff → +12% win rate in 6 months
→ Qminder → 26% shorter sales cycles
→ Airship → “We would have paid 3x for this type of work”

⸻

Bottom line:
Stop telling enterprise sellers what to do.
Start showing them how to think.

If your deals are stalling and your 1:1s feel like status updates, send me a DM.

taplio

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The Battle

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👨‍🔬 Lawrence Wayne O'Connor

Followers

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Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Jonathan M K.'s LinkedIn Performance

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