GTM & Growth Strategist · Executive Coach

Hi, I'm Jillian. I help people and organizations tend to what makes growth possible.

I partner with organizations navigating transformation by building the strategies and programs that turn ambitious ideas and ambiguous problems into execution.

Today, much of my work centers on the AI transformation—helping businesses rethink how they operate, go to market, and grow. My experience spans building startups, working within FAANG, and leading GTM strategy for AI, data, and cloud businesses.

I also coach leaders to find clarity, build on their strengths, and lead effectively through change.

Work With Me
Jillian Mochnick smiling outdoors
Explore

A few places to start

Tend To Growth Advisory

Coming soon — now accepting clients for 2027.

Learn more →
My Advisory Practice
Coming Soon · Accepting Clients for 2027

Tend To Growth Advisory

My advisory practice for GTM strategy engagements and executive coaching — deliberate, focused support for leaders and teams navigating growth and change.

Visit Tend To ↗
Currently Writing

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.

Read on Substack ↗
About Me

Researcher, GTM builder, forever a beginner.

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

Jillian Mochnick
Based In
Seattle, WA
Most Recently
Director of GTM Strategy, Anaplan
Coaching
Certified Strengths Coach, Gallup ↗
Also Into
Wine & sommelier study, education, non-profit work
Writing
Beginner Again ↗
Say Hi
Message on LinkedIn ↗

My Story

I believe in the T-shaped philosophy: deep expertise paired with the range to connect ideas, functions, and people.

I've intentionally built my career this way, drawing on a diverse path across science, startups, FAANG, GTM strategy, growth, operations, and coaching. That range allows me to see the whole system—and help organizations navigate complex transformations, including the shift to AI.

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 views to see it by impact or by transformation.

Owned AI strategy and workflow transformation for the Applications GTM organization — building the commercial operating infrastructure, KPI framework, and launch governance that turned 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 $12M of actualized cost-savings from AI use cases for the GTM organization (outbounding, expansion, pipeline, etc).
  • 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.

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
Actualized cost-savings from AI use cases at Anaplan

Actualized cost-savings from AI use cases across the GTM organization — outbounding, expansion, pipeline generation, and more — set through the enterprise-wide AI Readiness Program Charter, co-authored with IT leadership and grounded in a five-dimensional scoring model.

Anaplan · AWS

AI Transformation

Turning AI capability into adopted, governed product across the GTM lifecycle.

At Anaplan, built the governance charter and scoring model behind $12M of actualized cost-savings from AI use cases, and took the Expansion Intelligence Agent from prototype to production. At AWS, translated AI/ML and data use cases into the global GTM motions that generated $4B+ in annual pipeline.

Confluent · AWS

GTM Motion Transformation

Rebuilding how field and partner teams sell complex, technical products.

Replaced ad hoc pitches with standardized, repeatable sales plays and co-sell infrastructure — the pattern behind $500M+ in annual pipeline at Confluent and the global playbooks and campaign kits behind $4B+ at AWS.

Amazon

Organizational Scale Transformation

Building the infrastructure that let a marketplace scale through explosive growth.

Built the onboarding and support infrastructure that carried Amazon's selling partner ecosystem through a period where third-party sales surpassed 50% of total units sold — driving $50M+ in incremental GMV and cutting time-to-first-sale by ~40%.

Coursera · Coaching

People & Culture Transformation

Helping individuals and teams find clarity and build around their natural strengths.

Built Coursera's first formal enablement function and commercialized its first AI learning bundles, lifting sales-play adoption to 92%. Alongside that, coaching work grounded in Gallup CliftonStrengths — the same strengths-led thinking that shapes how I approach team design today.

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, driving $12M of actualized cost-savings from AI use cases across the GTM organization.

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.

Portfolio

Products & programs I've designed

A working collection — case studies, product concepts, and programs I've led or designed. This section is still being filled in, so consider these placeholders for now.

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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 —

Beyond Working 9 to 5

A few things I love

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

Jillian Mochnick

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.

View my Gallup certification profile ↗

Jillian tasting wine at a vineyard

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.

My dog, Darwin

My Dog, Darwin

The most important member of the team. Opinions on walks, wine, and everything in between.

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.
Latest Post
Read on Substack ↗