Karen Gordon

PROFESSIONAL SUMMARY

Dynamic revenue leader with 15+ years of success scaling startups through data-driven GTM strategies, high-performance teams, and customer-centric innovation. Proven ability to accelerate growth, create new revenue streams, align cross-functional teams to deliver sustainable results. 

KEY FOCUSES

Revenue Leadership | GTM Strategy & Execution | High-Performance Team Building | Scalable Sales & RevOps | Pricing & Monetization Strategy | Customer Lifecycle & Expansion | Market Penetration & Category Creation 

PROFESSIONAL EXPERIENCE

InnoFig. Washington D.C. (June 2024-Present)

Founder & Consultant

Contracted as a Fractional Chief Revenue Officer, GTM Strategist, and CEO Advisor, designing scalable growth strategies, optimizing pricing and revenue operations to maximize profitability, and implementing performance frameworks and leadership coaching for sustained success

Goodshuffle. Washington D.C. (January 2017-June 2024)

Executive Vice President, Revenue & Founding Team Member (January 2021-June 2024)

  • Scaled company from early-stage to $6MM+ ARR with a bootstrapped budget, achieving sustainable, high-efficiency growth with a 13.6x LTV:CAC and 78% gross margins

  • Drove 62% YOY growth (500% post-pandemic) while maintaining a Rule of 40 of -20—balancing aggressive growth with operational efficiency

  • Achieved a 129% NRR and 3.5x ARE by executing expansion-focused sales strategies, optimizing customer success retention efforts, and driving upsell/cross-sell motions

  • Improved conversion and pipeline efficiency, leading to a 56% close rate and a highly profitable sales motion

  • Built and scaled a high-performance team (tripled size in three years) while sustaining an award-winning culture (‘Best Places to Work’) and a 4.9/5 Glassdoor rating

  • Drove customer advocacy and brand leadership with an NPS of 76 (86 among core users) and a 4.9/5 Capterra rating

  • Led cross-functional initiatives between Product, Engineering, and Operations to drive revenue strategy, optimize integrations, and improve monetization

Vice President of Growth / Founding Head of GTM (January 2017-December 2020)

  • Drove 766% revenue growth in under three years, scaling from pre-launch to $1MM ARR with a lean GTM team (<3 FTEs)

  • Built demand generation engines, optimized pipeline velocity, and designed scalable customer acquisition frameworks

  • Developed the company’s brand positioning, thought leadership, and multi-channel marketing strategy—establishing Goodshuffle as a market leader in its space

  • Designed and implemented foundational sales, marketing, and customer engagement workflows that continue to power sustainable revenue growth today

cove. Washington D.C. (March 2016-October 2016)

Director of Growth                                                                                                                                                    

  • Launched a new revenue stream to bridge in-person experience with mobile technology offering, generating $50k+ in under four months

  • Created pricing models, sales materials, and value propositions to secure partnerships with organizations like PwC, Northrop Grumman, Freddie Mac, and the World Bank

  • Designed and implemented a consultative sales training program, empowering team-wide adoption of best practices

Surprise Ride. Washington D.C. (September 2014-March 2016)

Director of Product / General Manager       

  • Developed and managed each monthly subscription box as a unique business unit, owning concept creation, sourcing, inventory management, content development, and the design of customer experiences that shipped nationwide

  • Drove a 10%+ increase in product profitability within months by building strategic partnerships and brand sponsorships, optimizing sourcing costs, and refining financial planning processes

  • Implemented scalable product development frameworks, including inventory tracking systems, communication templates, and financial forecasting tools, to enhance operational efficiency and cross-team alignment

  • Strengthened brand loyalty and customer retention by creating innovative specialty offerings, such as holiday-themed products, first-of-their-kind items, and personalized customer engagement campaigns

Latinum Network. Bethesda, MD. (April 2014-September 2014)

Program Manager & Account Executive                                                                                    

  • Established the creative business, product, and content strategies (B2B and B2C) for launching the new mobile consumer application, Veo

  • Ideated, pitched, and managed creative campaigns to top name brands, including Colgate and H&R Block

LivingSocial. Washington D.C. (April 2011-April 2014)                                                                                                      

Account Executive- LivingSocial’s 918 F Street (January 2013-April 2014)

  • Built and scaled hundreds of event-based business units, leading product-market fit validation, financial forecasting, GTM execution, talent acquisition, and full-cycle event operations

  • Owned full P&L management for each business unit, optimizing pricing strategies, launching new revenue models, and driving operational efficiencies to maximize profitability and long-term customer value

  • Achieved top performer status, generating $2MM+ in annual revenue, producing the fastest sell-out event in company history, winning Sales Blitz 2013, and leading top-performing, high-margin events

Event Planner (Founding Team)- LivingSocial’s 918 F Street (January 2012-December 2012)

  • Launched and scaled the “918 F Street” vertical as a founding team member, creating operational playbooks for unique experiences and securing strategic partnerships with high-profile merchants

  • Directed a team of 15+ Event Coordinators, driving efficiency and retention through strong cultural leadership and operational excellence

  • Pioneered private event hosting as a core revenue stream, expanding the business model and unlocking profitability

Senior Experience Coordinator- LivingSocial Adventures (April 2011-January 2012)                                                                                                

  • Planned and executed brand-enhancing experiential events, creating thousands of brand enthusiasts

ScienceLogic. Reston, VA. (June 2009-September 2010)                                    

Sales Development Associate                                                                                                    

  • Developed 100% new business through phone sales while introducing & implementing new CRM processes


EDUCATION

University of Virginia. Charlottesville, VA. - B.A. Sociology

ADDITIONAL INFORMATION

  • Tech Stack & Tools: Salesforce, Hubspot, Google Suite, Mixpanel, ChartMogul, Metabase, Productboard, JIRA, Confluence, Intercom, Lattice, SendGrid, Asana, Figma, Canva, LinkedIn Recruiter, Facebook Ads, Google Ads, Moz, WordPress, ProfitWell

  • CliftonStrengths: Restorative, Individualization, Activator, Competition, Communication

  • Additional Relevant Skills: Customer Lifecycle & Expansion Strategy, Demand Generation & Brand Positioning, Competitive Intelligence & Market Positioning, Product-Led Revenue (PLR) and Product-Led Growth (PLG) Strategies, Revenue Architecture & Forecasting, Partnership & Channel Sales Strategy, Sales Compensation Design & Incentives, Organizational Design & Scaling, Cultural Leadership