In Conversation with Cathy Quain

Tell us about your background:

I like to think of my career in two distinct chapters. The first was spent inside iconic brands, learning firsthand how to execute at the highest level and drive growth while preserving the integrity of a brand’s DNA. The second has been about taking that expertise and applying it to emerging and high-growth brands—helping them scale, refine their strategies, and build lasting customer relationships. Now, I’m looking to combine the best of both worlds to contribute to the success of the next generation of brands.

My career started on the sales floor at The Limited, where I learned the fundamentals of retail—how to create an exceptional customer experience, drive sales, and lead high-performing teams. I quickly moved from sales associate to district manager, winning multiple awards along the way and gaining invaluable experience in multi-unit retail management. That early hands-on experience shaped my deep understanding of frontline execution and the impact of brand standards on performance.

From there, I transitioned into the luxury sector at Giorgio Armani, where I managed and expanded retail operations before leading North American licensing. This experience grounded me in the precision and discipline required to maintain brand equity while scaling revenue streams. I then joined Burton Snowboards, where I had the opportunity to pioneer their first global retail and eCommerce strategy—helping transform a fragmented digital presence into an integrated, high-performing ecosystem that quadrupled online sales in just two years. This was an era when eCommerce was still in its infancy, and I saw firsthand the power of a well-executed digital strategy in enhancing brand storytelling and customer engagement.

From there, my career became a series of deep dives into brands at pivotal moments—scaling Trina Turk’s DTC business, leading global retail expansion at Icebreaker, repositioning Manduka from a yoga equipment brand into a full lifestyle brand, and guiding Ivory Ella from a DTC startup to a diversified, profitable business. At Krewe, I led the company through rapid, self-funded growth, doubling revenue while maintaining a full-price business model and an exceptional customer experience. Now, at Compass + Nail, I’m leveraging my expertise to help brands understand the behavioral science behind loyalty—turning insights into actions that drive sustainable growth.

Whether working inside global brands or building smaller ones into powerhouses, my career has always been about striking the right balance between strategy and execution. I bring a deep understanding of what makes customers fall in love with brands, and I know how to operationalize that insight to drive lasting success. I’m excited for the next opportunity to bring this experience to a brand poised for its next stage of growth.

What do you wish you’d known when you started out?

I wish I had known just how much success comes down to understanding and valuing customer relationships—not just in terms of driving sales, but in shaping every decision a brand makes. Early on, I focused heavily on execution, making sure strategies were airtight and operations were flawless. But over time, I realized that the real magic happens when you deeply understand why customers connect with a brand and use that insight to guide every move.

I also wish I had appreciated sooner the importance of applying lessons without overcomplicating things. It’s easy to get in your own way—overanalyzing, waiting for perfect conditions, or assuming what worked before will always work again. The best leaders I’ve worked with know how to take experience, distill it into clear action, and adapt quickly. Learning is only valuable if you apply it with agility and an open mind.

Best career advice you've ever received?

Pay attention to the financials. Every decision has a financial impact, and understanding that impact is critical to long-term success. Never lose sight of the human element—your customers and employees are at the heart of any business—but remember that if a company isn’t financially sound, you won’t be able to serve them well. Strong financial stewardship ensures you can invest in people, innovation, and the experiences that make a brand truly great.

What leadership qualities are important to you?

The leadership qualities that matter most to me are clarity, adaptability, accountability, and empathy.

Clarity ensures that teams understand the vision, strategy, and expectations, empowering them to execute with confidence.
Adaptability is essential in today’s fast-moving landscape—leaders must be willing to evolve, take in new information, and pivot when necessary.
Accountability builds trust. The best leaders take responsibility for both successes and failures, setting a standard for ownership and high performance.
Empathy is what connects a leader to their team and customers. Understanding what motivates people—both internally and externally—creates cultures and brands that thrive.
The best leaders I’ve worked with balance these qualities, driving both business success and strong, engaged teams.

What has been the biggest challenge in your career so far?

Knowing who to trust.

How do you define success in your career, and how has that definition evolved over time?

I define success by the impact I have on the people and brands I work with. Early in my career, I measured success by hitting revenue targets, scaling businesses, and executing strategies with precision. Over time, I’ve realized that the real measure of success is the strength and growth of my teams—seeing people I’ve mentored step into leadership roles, watching teams come together to solve challenges, and creating environments where people do their best work.
That’s the kind of impact that lasts.

How has networking contributed to your professional growth and success?

Networking, for networking’s sake, has never been my philosophy. I don’t believe in collecting connections—I believe in building relationships. The most valuable network isn’t the biggest one, but the one that truly understands your strengths and impact.

When the people in your network know your value—what you bring to the table, how you solve problems, and how you lead—they become amplifiers of your reputation. Opportunities, partnerships, and growth come not just from who you know, but from **who knows what you can do**. The best professional relationships are built on mutual respect, shared experiences, and a track record of delivering results. That’s the kind of network that has fueled my success.

What are your top networking tips for building strong connections in your industry?

Have conversations. Build real relationships, not just contacts. Be valuable, authentic, and follow up. Let your work speak—your network will amplify it.

LinkedIn: https://www.linkedin.com/in/cathy-quain/

Website: compassandnail.com

Instagram: @cathyq