Karen Gordon

CROSS-FUNCTIONAL REVENUE LEADER | GTM & COMMERCIAL STRATEGIST

Proven leader in revenue strategy, product-market fit, and scalable GTM execution. 15+ years of experience growing vertical SaaS, marketplaces, and services through customer insight, capital-efficient playbooks, and cross-functional execution. Deep track record of turning ambiguity into outcomes — from zero-to-one launches to post-product-market-fit scale.

CAREER HIGHLIGHTS

Scaled a vertical SaaS platform from zero to 1,500+ SMBs across all 50 states and Canada, achieving category leadership. Achieved 766% revenue growth, 129% NRR, and NPS 76 — proving ability to go from idea to category dominance.
Architected a capital-efficient, full-funnel growth, unifying Sales, CS, Marketing, and RevOps under one scalable model. Delivered 13.6x LTV:CAC, 78% gross margins, and a 56% close rate — leading to bootstrapped profitability and a successful Series A raise.
Led SaaS growth through massive industry collapse, steering an event-tech platform to 500% post-COVID rebound by launching digital revenue lines, increasing ARPA by 88%, and doubling down on customer value during crisis — without sacrificing retention or brand.
Turned around a chronically unprofitable vertical, serving as interim GM to realign product, pricing, and GTM — with a projected $7M in profit within 12 months, proving ability to lead underperforming business units into profitable scale.
Launched and monetized a 28,000 sq ft live venue at LivingSocial — managing P&L, securing celebrity talent, and scaling the company’s fastest-selling concept into a national tour.

EXECUTIVE EXPERTISE

PROFESSIONAL EXPERIENCE

InnoFig — Fractional CRO & Revenue Strategy Consultant
Washington, DC | 2024 – Present

Led turnaround for a 7-year-unprofitable vertical, aligning GTM, pricing, and product to drive $7M in projected profit within 12 months.
Developed ICP frameworks and buyer persona workshops that improved conversion and set the stage for 30%+ LTV:CAC improvements.
Repositioned a government contractor and operationalized a scalable sales entry into new public-sector verticals.

Goodshuffle — EVP Revenue & Founding Team Member
Washington, DC | 2020 – 2024

Reported directly to the CEO and led all GTM functions — Sales, CS, Marketing, and RevOps — under one unified, capital-efficient revenue engine.
Scaled GTM motion to support 1,500+ SMBs with $6M+ ARR, delivering 13.6x LTV:CAC, 78% gross margins, 129% NRR, and NPS of 76.
Drove a 500% post-COVID rebound, expanding monetization through transactional, recurring, and upsell streams and increasing ARPA by 88%.
Tripled GTM headcount while maintaining a 56% close rate, a 4.9 Glassdoor rating, and earning “Best Places to Work” honors through culture-focused leadership.
Designed and scaled GTM systems — including performance workflows, CRM processes, and compensation plans with CAC-balanced accelerators and SPIFs.
Led Series A readiness, aligning revenue metrics to investor narratives, supporting diligence, and presenting directly to the board.

Goodshuffle — Founding Head of GTM
Washington, DC | 2017 – 2020

Drove 766% revenue growth from pre-launch to $1M+ ARR with <3 FTEs, personally closing the first 100+ customers while building GTM from the ground up.
Owned brand positioning and launched multi-channel marketing and thought leadership that attracted early adopters and strengthened category presence.
Designed foundational workflows across Sales, CS, and Marketing — systems that continued to power scale well beyond the founding stage.

Surprise Ride — Director of Product / GM
Washington, DC | 2014 – 2016

Managed monthly subscription products as full P&L units; increased profitability 10%+ through strategic sourcing and sponsorships.
Led end-to-end product development, brand partnerships, and operational infrastructure.

ADDITIONAL EXPERIENCE

Cove | Director of Growth

Launched a new B2B revenue stream that generated $50K in under four months. Secured strategic partnerships with PwC, World Bank, and Northrop Grumman by aligning pricing and product to enterprise needs.

LivingSocial | Account Executive / Founding Team, 918 F St
Launched and ran a 28,000 sq ft experiential venue. Created original concepts, negotiated celebrity talent (e.g. José Andrés, Biz Markie), operated with full P&L ownership, and scaled the fastest-selling concept into a national tour.

ScienceLogic | Account Executive
Quota-carrying AE in enterprise SaaS. Built pipeline, closed strategic accounts, and developed early outbound muscle foundational to future GTM leadership.

EDUCATION & SKILLS

EDUCATION

University of Virginia | B.A. Sociology

TECH FLUENCY

RELEVANT STRENGTHS