Gemma Hennen
Pirton,Hertfordshire
Summary
Experienced growth leader with a strong background in workforce management, HR, and job technology across sales, marketing, customer service operations, and business management in UK, EMEA, US, and other international markets. Proven ability to drive growth, profitability, and margins through strategic planning and business acumen. Recognized for leadership skills and a people-focused approach, fostering winning cultures that achieve organisational goals. Excellent communicator with a track record of delivering results in diverse environments.
Overview
16
16
years of professional experience
Work history
VP SALES, EMEA & AMER
Deputy
London, England
2024.01 - Current
- Developed and executed GTM growth strategies for EMEA & AMER; retention and new logos, expansion through new locations, products or pricing. Taking £8m ARR 2024 to £15m ARR 2026 with a base line growth in outer years of 35%
- Executive Sponsored Partnerships for key integrations, distribution and co-selling with HiBob, IRIS, Bamboo and Nourish.
- Launched ICP 2.0 for aggressive outbound new business lead generation and Account Based Marketing for Top 100 success.
- Took brand recognition from nothing to No.1 in UK in 3 years through trade show enhancements from stand redesign to at event activities to vastly improve GPDR complaint data capture.
- Promoted culture of continuous improvement within organisation leading to all hygiene factors improved including better lead scoring process and tech stack support, higher conversion rates, shorter deal cycles and more accurate forecasting through MEDDPICC enablement, larger deal sizes by competing with ever changing market landscape conditions.
- Identified greater efficiencies in implementation and delivery services by bringing in-house and adding OKR around profitability.
- Created operating rhythm between Product and Commercial teams and formalised roadmap enhancements through market analysis dashboards.
- Created local People Ops team for greater focus on engagement and career development and reduce attrition rates - moved EMEA HQ offices to prioritise more in-person time.
CHIEF REVENUE OFFICER
Stepstone
London, United Kingdom
2022.02 - 2023.04
- Reporting to CEO and PE Partners
- Full P&L and budgetary responsibility 2022 £116m budget; achieved £124m ARR (2021 £96m ARR)
- 2023 budget £141m ARR
- Headcount responsibility for 350+
- Devised UK Value Creation Plan in line with EMEA strategy and linked to budget process to ensure alignment and profitable growth
- Successfully delivered 140% price increase
- Rolled out Product Solutions team tasked with ensuring average number of products increased from 2 to 4
- Rolled out Progression Framework and Performance Policy
- Implemented Operational Excellence Programme
- DE&I award winning employee engagement
MANAGING DIRECTOR
Guardian Jobs and Education
London, England
2018.05 - 2022.02
- Reporting to CEO and member of SLT Guardian News Group
- Full P&L and budgetary responsibility: budget from £19m to £25m
- Headcount c.100+
- Hired as part of the "Break Even Team" to reform legacy business with focus on reversing £80m loss per year by fixing declining revenues and delivering stability and clean P&L management
- Implemented full program of change from Branding, Processes, Data Capabilities, Culture, Hiring, DE&I practices, Sales, Publishing, Pricing, E-com, Product, Operating Model, and Corporate Development and delivered 3-year plan for investment
- Converted 15 years of decline into scalable, digital business constantly delivering double figure growth with 40% of transactional revenues flowing though e-com with automated marketing capabilities for optimal retention
- Achieved full reversal of £80m a year loss in 3 years
SENIOR DIRECTOR, UK
Indeed
London, England
2016.12 - 2018.04
- Leading UK Enterprise sales division through hyper-growth of 40% QoQ phase delivering on £125m ARR
- Headcount responsibility for 150+, Direct Reports consisted of 9 Directors and International Sales Managers in Dublin, US, Paris, Amsterdam, Germany
- Drove business development initiatives through New Client Success and Greater Product Adoption, resulting in significant new account wins in the first 12 months of employment.
- Planned and implemented cross-selling initiatives, increasing wallet share of retained revenue by 23%.
- Responsible for scale up of 150+ sales professionals from hiring, onboarding, ramping, developing and coaching
- Delivered c.40% QoQ growth for 6 Q's in a row
EUROPEAN MEDIA DIRECTOR
AiA
London, England
2015.04 - 2016.12
- Responsible for developing favourable commercial model for all media buying in Europe for this global agency
HEAD OF SALES, Recruitment & Education
Telegraph Media Group
2012.11 - 2015.03
- Redesigned sales function to compete in new digital media landscape. Created and launched new products and online marketing strategies that resulted in 15% sales increase YoY.
NATIONAL BUSINESS DEVELOPMENT MANAGER
Monster
2009.12 - 2012.10
- Tasked with bring £1m of new business year one, delivered £1.3m year 1, £2m+ year2. Exceeded target by implementing new enterprise sales methodologies
Education
BA (Hons) - Politics
University of Sunderland
Sunderland1996-07
Skills
- Hugely Energetic & Driven
- Adaptable Strategic Management
- Board-Level engagement
- Convention Challenger
- Naturally Inquisitive
- Engaging Leader
- Exceptional Communicator
- Entrepreneurial Critical Thinker
- Qualified GROW Coach
- 90 Minute MBA - LSE Course
- Scotworks Negotiation Course
Timeline
VP SALES, EMEA & AMER
Deputy
2024.01 - Current
CHIEF REVENUE OFFICER
Stepstone
2022.02 - 2023.04
MANAGING DIRECTOR
Guardian Jobs and Education
2018.05 - 2022.02
SENIOR DIRECTOR, UK
Indeed
2016.12 - 2018.04
EUROPEAN MEDIA DIRECTOR
AiA
2015.04 - 2016.12
HEAD OF SALES, Recruitment & Education
Telegraph Media Group
2012.11 - 2015.03
NATIONAL BUSINESS DEVELOPMENT MANAGER
Monster
2009.12 - 2012.10
BA (Hons) - Politics
University of Sunderland