Karan Gupta
Verified Expert in Management Consulting
Management Consulting Expert
New Delhi, Delhi, India
Toptal member since April 28, 2026
Karan is a senior operator with 14 years of experience across a family-run business, a bootstrapped B2B SaaS, and a YC-backed HRTech scale-up. He has led GTM strategy, built RevOps stacks with budgets of $100,000+, executed CRM migrations, and brought new products from brief to launch across employee engagement, onboarding, and sales commission automation. He now works with growth-stage companies that need senior RevOps and operational leadership without a full-time hire.
Career Highlights
Education Highlights
Certification Highlights
Expertise
- B2B Sales
- Business & Digital Transformation
- Cross-functional Team Leadership
- Operations Management
- Revenue Operations (RevOps)
- Startup Consulting
- Startups
- Strategic Initiatives
Work Experience
VP of Growth and Strategy, Founder's Office
AdvantageClub.ai
- Owned and scaled the full sales technology ecosystem across three geographies, managing $100,000+ in annual budget across 6+ integrated solutions.
- Drove new product development end-to-end from customer insight and requirement framing to engineering collaboration, GTM, and client demos for employee onboarding, surveys, incentive automation, and ERG solutions.
- Led go-to-market strategy and execution for new product modules, including positioning, messaging, sales enablement, and direct stakeholder demos to validate product-market fit.
- Consolidated five fragmented sales tools into a unified RevOps platform, enabling cross-solution data operations and pipeline visibility across three geographies for the first time.
- Executed two end-to-end CRM migrations across a $100,000+ sales tech stack without change requests or business disruption.
- Managed cross-functional alignment across CXOs, product, marketing, sales, and customer success to drive revenue engine coherence during a 1-to-100 scale-up.
- Strengthened sales enablement processes and account management workflows, improving inbound lead assignment, tracking, and closure rates across segments.
- Conducted comprehensive market research across the competitive landscape and customer insights to identify growth opportunities, directly informing product roadmap and GTM priorities.
Director
Unicorn Books Pvt
- Initiated and built a new K8 textbook vertical from scratch, generating $70,000+ in first-year sales across urban and rural markets spanning three states.
- Built and managed a 15+ member on-ground sales team across three regions, covering urban and rural distribution channels simultaneously.
- Owned procurement and manufacturing end-to-end, managing supplier relationships, production timelines, and cost structures for a high-volume print business.
- Managed the full product lifecycle of Rapidex, a market-leading language learning series with 100+ million copies sold nationwide, including end-of-lifecycle strategy, channel policy, and above-the-line marketing for a 40+ year legacy brand.
- Ran a registered monthly trade publication with a 3,000+ circulation as a direct marketing and brand awareness channel across the vendor and customer network.
- Built and launched BooksRup, an end-to-end ebook lifecycle management SaaS platform, under a PLG model, managing an external development team from ideation to deployment.
- Deployed BooksRup with two educational publishers covering 500+ products and 1,500+ active users, achieving net positive P&L as a bootstrapped venture.
- Managed direct key account relationships with large corporate franchise school chains operating across multiple cities, including events and workshops for customer engagement and retention.
Education
Master of Business Administration (MBA) in Marketing and Operations
Management Development Institute (MDI) - Gurgaon, India
Master's Degree in Business Administration (MBA)
Copenhagen Business School - Copenhagen, Denmark
Bachelor's Degree in Electronics and Communication Engineering
Manipal Institute of Technology (MIT) - Manipal, India
Certifications
AI for Leaders
McCombs School of Business, University of Texas at Austin
Skills
Finance
Revenue Operations (RevOps), Management Accounting, Market Research
Geographic Expertise
India, Asia-Pacific (APAC)
Output Software
Google Docs, Microsoft Excel
Industry Expertise
Education Technology (Edtech)
Data & Analysis Software
Salesforce
Other
Mathematics, B2B Sales, Sales Management, Channel Management, Distribution Management, Operations Management, Strategic Initiatives, Cross-functional Team Leadership, Sales Funnel, CRM, Books, Channel Sales, Inventory Management, Small & Medium-sized Enterprises (SME), Startups, Startup Consulting, Sales Operations, Business Operations, Sales Process Management, Sales Pipeline Management, Business Process Analysis, Emerging Markets, Business Writing, Feasibility Studies, B2B Partnerships, Marketing Communications (MarCom), Product Marketing, Consumer Behavior, Business & Digital Transformation, Stakeholder Management, New Product Development, Go-to-market (GTM) Strategy, New Product Rollout, Hiring, Business Process Automation, Procurement, Vendor Management, Sales Leadership, Intellectual Property, Artificial Intelligence (AI), Sales & CRM Platforms, CRM Systems, Sales Enablement, MIS Reporting, Education, Educational Platform Design, B2B, Software as a Service (SaaS), Sales Compensation, SaaS Sales, Presentations, Case Studies, Coding, Algorithms, Retail Management, Pharmaceutical Advertising, Brand Marketing, Funnel Optimization, Competition Research, Competitive Strategy, Inbound Sales, Inside Sales, Business Requirements, Product Requirements Documentation (PRD), User Journey Maps, Content Creation, Branded Content, Printing, Trade Shows, Machine Learning, Computer Vision, Generative Artificial Intelligence (GenAI), Artificial Intelligence as a Service (AIaaS), AI Tools, CRM Implementation (Salesforce)
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