GTM Strategist · Executive Coach · Lifelong Learner

Hi, I'm Jillian. I turn complexity into clear, human growth.

I spend my days building the go-to-market infrastructure behind AI, data, and cloud platforms — and the rest of my time coaching people to grow into their strengths. This site is where both live.

10+ Years in GTM & Revenue Strategy Certified Strengths Coach Seattle, WA
Jillian Mochnick smiling outdoors
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Beginner Again

My newsletter — career, AI, and wine recs.

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Beginner Again

Researcher-turned-GTM-executive, back in builder mode. Career, leadership, hot takes, and wine recs — I'm certified in coaching people and wine; the rest I claim no authority on.

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About Me

Researcher, GTM builder, forever a beginner.

The short version off the resume, and the longer one underneath it.

Based In
Seattle, WA
Currently
Director of GTM Strategy, Anaplan
Coaching
Certified Strengths Coach, Gallup
Also Into
Wine & sommelier study, education, non-profit work
Writing
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My Story

This is your space — drop in your own story here. Think about where you started (Research Scientist is a fun, unexpected first chapter), how you found your way into GTM, and what ties together the strategy work and the coaching work for you personally. A few threads to anchor it: your love of coaching humans, your StrengthsFinder certification, wine & sommelier study, education, non-profit work, and now writing about all of it in Beginner Again.
My GTM Experience

A decade building revenue systems for AI, data & cloud

The professional throughline: take something technically complex, build the infrastructure around it, and scale it into revenue that compounds. Click a role to open it up, or switch to Impact view for the numbers.

Owns AI strategy and workflow transformation for the Applications GTM organization — building the commercial operating infrastructure, KPI framework, and launch governance that turn new AI capabilities into adopted product.

  • Co-authored Anaplan's enterprise-wide AI Readiness Program Charter with IT leadership, defining the governance structure and five-dimensional scoring model behind a $12M FY27 AI value target.
  • Product manager for the Expansion Intelligence Agent, an agentic workflow (signal detection, opportunity mapping, stakeholder engagement, value justification) taken from prototype to production with human-in-the-loop checkpoints.
  • Identified and prioritized 11 AI use cases representing $5.1M in soft-benefit ROI, presented regularly to the Executive Committee.
  • Led NPI governance for 35 AI-driven application launches in Q1, including launch gates, dependency sequencing, and executive steering cadence.
  • Reduced customer time-to-value from 12 months to 12 weeks by aligning product, pricing, service readiness, partners, and GTM execution.

Designed and scaled the field-ready GTM motions, coaching infrastructure, and partner co-sell model that drove enterprise adoption of Confluent's streaming data and AI ecosystem.

  • Generated $500M+ in annual pipeline through standardized partner and field enablement programs across all segments, verticals, and geographies.
  • Delivered 40% pipeline-to-revenue conversion, 2× higher close rates, and 4× faster sales velocity versus organic opportunities; 25% of pipeline partner-sourced, influencing ~20% of total ARR.
  • Built a GenAI-powered prospecting engine for target account lists and ICP scoring, driving 40%+ QoQ growth in late-stage pipeline.
  • GTM lead for the Databricks partnership, launching Delta Lake and Unity Catalog integrations and a joint co-sell play — recognized with Confluent's Data Throughput Partner of the Year award.

Built Coursera's first formal sales and partner enablement function, translating new AI product capability into executable field and partner motions across B2B and B2C channels.

  • Launched Coursera's first global field and partner enablement programs for AI, empowering teams to sell new offerings and use GenAI to improve productivity.
  • Commercialized Coursera's first AI learning bundles, leading to the Coursera–OpenAI integration in ChatGPT.
  • Deployed Gong call-recording AI across 88% of customer calls, feeding coaching insights into product and GTM priorities.
  • Built data-driven GTM infrastructure (Highspot, Gong), lifting sales-play adoption to 92% and recurring usage to 81%.
  • Developed a 250% ramp acceleration program for new hires.

Owned global GTM strategy and execution for AWS's AI, ML, and data platforms, translating prioritized use cases into scalable, field-ready sales motions.

  • Generated $4B+ in annual pipeline by translating AI/ML and data use cases into integrated global GTM motions (e.g., Prospecting Days).
  • Program-side product manager for Boost, an AI-powered outbound engine equipping sellers and partners with targeted messaging and account prioritization.
  • Designed LevelUp, AWS's global readiness program for AI and data services.
  • Increased partner participation in Prospecting Day to 80%+ through field-ready playbooks and campaign kits.

Led GTM and onboarding programs for Amazon's selling partner ecosystem through a period of rapid scale.

  • Launched and scaled the FBA Partner Onboarding Program as 3P sales surpassed 50% of total units sold, driving $50M+ in incremental GMV within 12 months.
  • Delivered a global GTM framework for 3P onboarding, reducing time-to-first-sale by ~40%.
  • Reduced training time 25% and improved readiness across 1,500+ global agents, boosting CSAT by 5%.

GTM and product lead for an adaptive-learning edtech startup delivering personalized digital courseware for education and enterprise training.

Where it all started — before strategy and sales, a foundation in scientific research and rigor.

$4B+
Annual pipeline generated at AWS

Built by translating prioritized AI/ML and data use cases into integrated global GTM motions like Prospecting Days, supported by standardized sales plays used by sellers and partners worldwide.

$500M+
Annual pipeline generated at Confluent

Delivered through standardized partner and field enablement programs, with 40% pipeline-to-revenue conversion and 2× higher close rates via co-sell.

35
AI application launches governed in one quarter

At Anaplan — 85% of enterprise planning use cases — including launch gates, dependency sequencing, and executive steering cadence.

$50M+
Incremental GMV driven at Amazon

From scaling the FBA Partner Onboarding Program within 12 months, as Amazon's 3P business surpassed 50% of total units sold.

92%
Sales-play adoption rate at Coursera

Built through new data-driven GTM infrastructure (Highspot, Gong), also lifting recurring usage to 81% and content freshness from 25% to 50%.

$12M
FY27 AI value target at Anaplan

Set through the enterprise-wide AI Readiness Program Charter, co-authored with IT leadership and grounded in a five-dimensional scoring model.

Selected Initiatives

Programs I've Built

Anaplan · Agentic AI

Expansion Intelligence Agent

An agentic workflow for signal detection and opportunity mapping, taken from prototype to production with human-in-the-loop checkpoints.

Anaplan · Governance

AI Readiness Program Charter

Enterprise governance structure and scoring model built with IT leadership, targeting $12M in FY27 AI value.

AWS · Outbound Engine

Boost

An AI-powered outbound engine giving sellers and partners targeted messaging and account prioritization.

AWS · Readiness

LevelUp

AWS's global readiness program, built to sharpen technical proficiency and commercial messaging for AI and data services.

Confluent · Co-Sell

Databricks Partnership

Delta Lake and Unity Catalog integrations paired with a joint co-sell play — Partner of the Year recognition.

Coursera × OpenAI

AI Learning Bundles

Commercialized Coursera's first AI learning bundles across B2B and B2C — feeding into the ChatGPT integration.

Frameworks

A living notebook of how I think

Ten years of building GTM systems has left me with a few repeatable ways of thinking about growth. Click through each step below — these are starting points, pulled from real programs, for you to reshape into your own voice.

01

The Readiness Ladder

From the Anaplan AI Readiness Charter

A five-dimension way to score whether a team, product, or org is actually ready for an AI capability — not just excited about it. Useful anywhere "we should use AI for this" needs a gut check.

1. Strategic Fit
Does this use case map to a real business priority, or is it AI for AI's sake? Start here before anything else.
2. Data Readiness
Is the underlying data clean, accessible, and governed enough to support the capability reliably?
3. Workflow Fit
Does this slot into how people already work, or does it require a behavior change with no plan behind it?
4. Ownership
Is there a clear owner accountable for adoption, iteration, and outcomes — not just launch?
5. Value Proof
Is there a defined way to measure and report the value this creates, tied to a number leadership cares about?
02

The Sales Play Blueprint

From field & partner enablement work

A repeatable structure for turning a product capability into something a seller or partner can actually pick up and use — the pattern behind $500M+ in pipeline at Confluent.

1. Trigger
The specific signal that tells a seller "this play applies now" — a buying signal, an event, a customer moment.
2. Message
One clear, repeatable way to talk about the value — tested language, not a deck full of features.
3. Motion
The exact next steps — who does what, in what order, with which tools and assets.
4. Measurement
How adoption and results get tracked, so the play gets sharper instead of stale.
03

Strengths-Led Growth

From Gallup Strengths coaching

A way of building teams and roadmaps around what people are naturally good at, instead of around a generic job description — the throughline between the coaching work and the GTM work.

1. Name the Strengths
Start with an honest inventory of what someone (or a team) is naturally good at — not what the org chart says they should be good at.
2. Match to the Work
Look for where those strengths already overlap with what the business actually needs done right now.
3. Design Around It
Shape the role, the roadmap, or the team structure to lead with those strengths instead of working around them.

— more frameworks coming as I write them down —

Work With Me

Coaching & Consulting

I work with individuals and companies in two ways — as a coach, and as a GTM & revenue operations consultant.

Executive & Strengths Coaching

One-on-one coaching grounded in Gallup CliftonStrengths — helping leaders and teams build around what they're naturally good at, rather than working against it.

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GTM & Revenue Consulting

Advisory for companies building or scaling go-to-market motions for AI, data, and cloud products — from partner strategy to launch governance.

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Find Your Focus

What are you looking to work on?

Pick what's most true right now — I'll point you to where to start.

Beyond the Job Title

A few things I love

Click through — this is the part of me that doesn't show up on a resume.

Coaching Humans

Helping people find and use their strengths, on and off the clock. I'm a certified Gallup Strengths Coach, and it's the thread that runs under all of my GTM work too — building teams and roles around what people are naturally good at.

Ask me about your CliftonStrengths results sometime.

Wine & Sommelier Study

Slowly working my way through the world of wine, one region at a time — currently deep in natural and orange wines. I write about it (along with career and AI musings) in my newsletter, Beginner Again.

Certified in coaching people and wine. The rest I claim no authority on.

Education

A soft spot for edtech and lifelong learning — it's where my GTM career actually started, building GTM motions for an adaptive-learning startup and later commercializing AI learning products at Coursera.

Non-Profit Work

Bringing GTM and strategy thinking to causes that need it most — the same operating discipline that scales enterprise revenue can help a mission-driven org do more with less.

Beginner Again

My newsletter on AI, career, and wine — a little spicy and irreverent, like a good Syrah.

This Week in Wine
A weekly wine recommendation, paired with a little career reflection.
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