About Gelato
Gelato has created the world’s largest global network for on-demand production of custom products – from t-shirts and mugs to books and wall art. We empower a new generation of ecommerce entrepreneurs to share their creativity worldwide while embracing local, sustainable production. By producing locally and perfectly matching supply with demand, we eliminate waste and reduce carbon emissions.
At Gelato, we don’t own production facilities – we build the software that connects them. With over 140 production partners in 32 countries, our network can deliver custom products to five billion people in just 72 hours. It’s smarter, faster, and greener.
With GelatoConnect, our SaaS platform, we’re driving innovation in print production. GelatoConnect simplifies operations for print producers by automating procurement, workflows, and logistics into one seamless system. By boosting efficiency and cutting costs, it helps businesses scale to meet market demands. With GelatoConnect, we’re reshaping the print industry to be more efficient, sustainable, and profitable.
About GelatoConnect
GelatoConnect is the SaaS arm of Gelato, built to transform how the modern print industry operates. We offer two core products: GelatoConnect, our enterprise platform that is designed to serve as the operating system, helping print producers move away from fragmented, legacy systems by automating their procurement, workflows, and logistics into a single, seamless interface; and our AI Estimator, an AI-powered quoting tool that enables instant, accurate estimates and smarter pricing strategies. By replacing manual calculations with intelligent automation, we empower our customers to protect their margins and win more business. Together, these products represent a full commercial stack for print businesses, from day-to-day quoting efficiency to end-to-end digital transformation.
What You Will Be Doing
As an Account Executive, you will own the full sales cycle across both GelatoConnect products, managing a commercial portfolio that spans both transactional and strategic sales, from fast-moving product adoption cycles to complex, business transformation engagements, often with the same customer base. The ability to shift between these motions, and to sequence them intelligently, is central to how this role creates value. This is a high-ownership role for sellers who are motivated by variety, learning, and commercial impact.
Sales Execution and Deal Ownership
Own the full sales cycle across both products, from prospecting and qualification through to close
Drive outbound prospecting into priority accounts while converting inbound demand efficiently
Apply a Challenger-led approach for AI Estimator deals, moving quickly from discovery to close in 10-20 day cycles
Lead deep, consultative discovery for GelatoConnect deals, engaging commercial, operational, and technical stakeholders across 3-6 month sales cycles
Apply MEDDIC qualification rigorously across the pipeline, ensuring clear understanding of Metrics, Economic Buyer, Decision Criteria, Decision Process, Identified Pain, and Champion on all active opportunities
Design and articulate tailored solutions that map to complex customer workflows and operational needs
Navigate multi-stakeholder buying processes, procurement, and approvals on enterprise deals
Identify cross-sell opportunities and build pathways from AI Estimator adoption into broader GelatoConnect engagement
Collaborate closely with Product, Solutions, and Leadership on strategic deals
Consistently meet and exceed monthly and quarterly sales quotas
Pipeline Management and Forecasting
Manage a mixed pipeline of transactional and strategic deals simultaneously, with accurate forecasting across both
Maintain excellent CRM hygiene to ensure pipeline visibility and actionable sales insights
AI-First Sales Practices
Act as an AI builder, actively utilizing AI tools to enhance sales processes and increase execution speed across the funnel
Customer Value and Market Feedback
Provide frontline feedback to Marketing, Product, and Partnerships to continuously improve our go-to-market approach
Who You Are
You have a start-up mentality, incredible stamina, discipline, resilience, and grit. You're a doer. You change until you win. You feel comfortable getting your hands dirty while never losing sight of long-term ambition. You are confident in your abilities and experience, yet humble and curious in your execution. You're as comfortable running a fast, high-conviction close as you are navigating a complex, multi-stakeholder enterprise deal, and you know which gear to be in at any given moment. You bring rigour to how you qualify and progress deals. You're familiar with structured sales methodologies, particularly MEDDIC and Challenger, and apply them consistently to ensure you're spending time on the right opportunities and accelerating the right deals.
Our Requirements Include
Sales Experience and Performance
5+ years of full-cycle, quota-carrying closing experience in B2B SaaS or cloud-based platforms (SDR/BDR tenure does not count toward this requirement)
Demonstrated experience closing deals of £/€100k+ annually, with a track record of owning commercial outcomes end-to-end
Demonstrated success in both transactional/high-velocity and consultative/enterprise sales motions
Experience selling solutions with multiple modules or complex operational workflows is a strong advantage
Strong discovery skills; you know how to uncover real business pain through curiosity
Proven track record of meeting or exceeding revenue targets and owning the full sales cycle including outreach
Familiarity with MEDDIC structured sales qualification methodologies; experience applying these in a SaaS environment is required
Familiarity with Challenger methodology; ability to teach, tailor, and take control across both transactional and consultative sales motions
Commercial and Communication Skills
Excellent communication and relationship-building skills, with the ability to engage and influence across all levels
Credible and confident with senior stakeholders across commercial, operational, and technical functions
Ways of Working
Entrepreneurial mindset with a strong bias toward action and ownership
Highly organized and disciplined in managing a mixed pipeline of short and long-cycle deals
Comfortable operating in fast-paced, evolving environments with a high level of autonomy
Energized by both quick wins and long-term value creation
Tools, AI and Languages
Experience using CRM systems (e.g. Salesforce, HubSpot) and sales reporting tools
Hands-on experience using AI tools and embedding them into daily workflows
Fluency in English; additional European languages are a plus
What it’s like to work at Gelato
We are a customer-obsessed team with the ambition to change the world by connecting technology to the printing industry and making it much more sustainable. Everyone who joins our team must feel genuinely intrigued and motivated by our mission. We expect a lot. We are a driven team with big goals, so we seek individuals who are genuinely passionate about their work and possess an entrepreneurial spirit. Our culture is unique and we live by our values, so it's worth learning more about our culture and how we work before presenting your application.
At Gelato, we pride ourselve
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