Jillian Mochnick Email & Phone Number

Seattle, Wa, Us

Mountain View, California, Us

I lead the development and execution of strategic sales and technical programs, including pipeline generation, acceleration, and growth initiatives. Confluent is a data streaming platform that provides enterprises with a reliable way to stream, process, and govern real-time data.

Currently providing executive coaching, career coaching and strengths-based coaching (leveraging Gallup StrengthsFinder) for individuals and small teams.

Mountain View, Ca, Us

Led the entire enablement function and developed the enablement charter and strategy.Enabled 350 GTM leaders across Coursera's Enterprise business, encompassing all geographic regions and market segments, including Coursera for Business, Government, and Campus.Enhanced operational efficiency by centralizing sales enablement intake processes, optimizing onboarding programs, and executing Sales Kick Off (SKO) for 2023. These improvements significantly reduced ad-hoc requests, streamlined knowledge transfer, and accelerated time-to-productivity for new team members.Aligned and benchmarked critical ramp metrics, enhancing manager coaching of ramping sales reps and providing invaluable insights for informed hiring and talent decisions.Spearheaded the development and successful launch of comprehensive training programs, such as self-directed pitch certification training and standardized GTM processes, driving performance excellence across the GTM organization.Implemented data-driven strategies, including sales activity tracking and field confidence surveys, providing valuable insights to both the business and cross-functional stakeholders to prioritize and address GTM team needs effectively.Overhauled the enablement tool stack, migrating to a more efficient platform (Highspot), implementing a governance model, and optimizing content, resulting in substantial cost savings & utilization improvements.Fostered a culture of excellence and recognition within the organization, as exemplified by establishing the Sales Advisory Committee and the President's Club in 2023.Here are some of the solutions I brought to market:

Seattle, Wa, Us

Led a globally scaled sales program that drove millions in quarterly pipeline creation and revenue.Enabled 30,000 GTM leaders globally across all segments. Focused on demand generation and prospecting execution. Managed a team of nine sales enablement leaders (content strategists, program and product managers, and BI).Established and monitored quarterly cross-functional KPI targets spanning sales, marketing, and product/services. Owned top-of-funnel sales metrics, such as new customer conversations, opportunity creation, annual recurring revenue (ARR), pipeline acceleration, win rates, and productivity improvements.Launched sales motions aligning sales enablement, tooling enhancements, and field communications with key AWS business objectives and quarterly global marketing campaigns (e.g., AI/ML, Data, Security, Storage), ensuring a cohesive approach to achieving strategic sales goals.Spearheaded substantial improvements in training quality, field communication, and AWS sales methodology. Achieved a +13% increase in new customer conversations Q/Q, a +23% growth in new opportunities Q/Q, and the addition of $XXX MM (+6.5% Q/Q) of ARR to the pipeline during Prospecting Days from 2021-2022.Optimized outbound sales product tooling, resulting in a +690% increase in Field productivity for customer outreach in Q1’22. This involved implementing automated workflows, sequences, and integrated propensity-to-buy target lists.Provided mentorship and career coaching to foster the development of 50+ Amazon employees annually. Acknowledged for exceptional document-writing skills through admission to the Doc-Bar Raiser program, dedicated to enhancing business writing abilities among Amazonians.Here are some of the solutions I generated pipeline for:

Seattle, Wa, Us

Led the upskilling of 13k customer service representatives and CS managers in Customer Trust and Selling Partner Support functions.Transformed several multi-week in-person training programs for customer success representatives into online (75% self-directed, 25% virtual trainer lead) learning programs in 6 months and reduced training time by 25%. Programs had an overall 92% CSAT. Saved Amazon millions in operational training costs by virtualizing all global training ahead of COVID-19 pandemic.Procured LearningPool LXP and implemented into Amazon’s learning ecosystem in 6 months by running a global A/B experiment & pilot. Pilot showed virtual training could maintain parity of customer service performance (average handling time and CSAT) compared to in-person training.Saved $698k+ in average annualized labor costs through implementing a global localization strategy.Created a learning design quality mechanism and implemented it across the L&D function of 30 employees to ensure all training met the bar and Learning Designers were coached on improvements.Benchmarked learning design functions output quality at 91% and in months improved the functions quality to 95% through leading and facilitating professional development for learning designers.Here are the solutions that I supported, including a press release on how the Customer Success team helped maintain customer experience & reduce fraud during COVID-19:

San Francisco, California, Us

Brought to market 25 innovative learning products to 100k learners in higher education and post secondary.Designed learning products for many skills including emotional intelligence, business, humanities, STEM, and more.Spearheaded the development of a self-service client training program, saving 260 hours annually and achieving a 2000% increase in user engagement.Pioneered a learner-centered design process, creating agile templates for enhanced project efficiency.Produced sales enablement that supported the sales team and client engagement.Recognized with two ed-tech awards for outstanding contributions to the industry.Below are some of the products I created and brought to market.

San Francisco, California, Us

Palo Alto, Ca, Us

Consulted the Biology editorial team to improve the quality and discoverability of educational content.Collaborated with the Biology editorial team to conduct accuracy reviews of modules, comprehensively assessing content and documenting concepts covered.Provided recommendations for refining the quality assurance process, streamlining content development, and improving overall efficiency.Pioneered the development of an enhanced content search feature called “concept tags”, enabling users to readily locate content based on specific concepts rather than relying on titles, descriptions, and subjects.This experience at Khan Academy sparked the beginning of my journey in edtech — I was fortunate to start up at an organization deeply committed to educational excellence and innovation.Here’s the product I worked on:

San Francisco, Ca, Us

Designed and ran a comprehensive five-day-a-week after-school program for KSFBA middle school, ensuring compliance with after-school grant regulations and effectively addressing the diverse needs of KSFBA students and families, administration, faculty, and community.Managed a team of five after-school educators and coordinated the efforts of over 10 volunteers, creating a collaborative and enriching environment for the students and fostering a sense of community involvement and support.Fostered valuable partnerships with organizations such as YMCA, Stanford School of Medicine, Techbridge, Generation Citizens, and SF RBI, enhancing the program's educational impact on students and families.Managed a $150,000 grant budget, strategically increasing enrollment by 35% from the 2013-2014 school year. Oversaw grant-required administrative tasks, including program evaluation and reporting.Implemented high-quality, curriculum-driven, and project-based enrichments, exposing youth to STEM, Video Production, Art and Expression, Design, Computing, and Citizen-Action.Acted as the primary liaison for project scheduling, effectively resolving service problems and creating solutions for partners. Served as the main point of contact for parents/guardians, partner schools, non-profits, and program staff.Established a sustainable program model with a robust assessment, reporting, and evaluation framework, ensuring long-term success and impact.Here are some of the organizations I built partnerships with:

Corvallis, Oregon, Us

My scientific research involved investigating the roles of protein homeostasis in the aging process, using a comparative biology approach to aging processes. Here's a publication of my research:

Where my journey in the world of wine began. During this time, I honed my direct-to-consumer sales skills and learned the art of using customers' language to describe wines. I also developed my pallete.

Santa Barbara, Ca, Us

Master Of Science (Ms), Biochemistry And Biophysics

Bachelor Of Science (Bs), Biochemistry