Penny Whitelaw

Pioneer
DISC Type : Dis

Strategic Sales Director (Head of Transformation & Growth) at Global Marketplace

Melbourne, Victoria, Australia

Overview

Penny is a founder-operator turned Strategic Revenue Leader, specializing in scaling commercial engines for SaaS, Martech, and Fintech brands. Described by colleagues as driven, resilient, and passionate, she combines a founders grit with disciplined enterprise execution using MEDDPICC. She holds a Bachelor of Science from IIE Varsity College.

Outside of her professional life, Penny has a keen interest in personal development, recently exploring her natural talents through the Gallup CliftonStrengths assessment. She has a passion for travel and culture, having taken a break to marry and explore Madagascar, and is also engaged in her community through philanthropic support.

Unique fact: Penny once took a gap year to fulfill a lifelong dream of studying French in France.

Personality Overview

Friendly But Fast

Decisive But Friendly

Driven But Considerate

If they are convinced, they can become very strong champions for your product  They have the unique ability to win both love and respect from their team (or outsiders) They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed

Topics They Care About

Sustainable Fashion
Co-founded SCIRCULA, a tech company focused on making fashion circular, and worked as Head of Enterprise Sales for sustainability data company Good On You.
Enterprise Go-to-Market
Her career focus is on architecting GTM engines and transformation roadmaps for scaling complex, technical solutions, with expertise in the MEDDPICC framework.
Fashion Technology
As a founder, she built a data-driven startup to solve the issue of fit-related returns in e-commerce, showing a deep interest in applying tech to fashion.

Media Appearances

Penny has no verified media appearances

Work History

8-2025
Strategic Sales Director (Head of Transformation & Growth) at Global Marketplace
8-2022 - 2-2025
Head of Enterprise Sales (APAC, EMEA, US) at Good On You
1-2017 - 8-2022
Cofounder & CRO (APAC, EMEA) at SCIRCULA
1-2016 - 12-2016
Vice President of Sales at Le Collectionist
1-2015 - 12-2015
Gap year at Career Break

Education

1998 - 2000
Bachelor of Science - BS from IIE Varsity College

More Information

Social Presence :

Prographics :

Exp : 15 Location : Melbourne, Victoria, Australia Job Level : Mid-senior Designation : Strategic Sales Director (Head of Transformation & Growth) at Global Marketplace
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Insights For Selling To Penny

During A Call Or A Meeting

DO's

  • Ask them for a lunch or coffee once some rapport has been established
  • Showcase existing customers and use case-studies to grab their attention
  • During followups, use calls or text if needed, they should be fine

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don’t hesitate from asking questions or pushing them, but take a formal approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Penny is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Penny

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Penny move?

  • They are generally fast movers and can take quick decisions
  • Can Penny take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Penny

Personality Compatibility


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