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 Logistics
GelatoConnect is our SaaS platform for print service providers, unifying procurement, workflow, and logistics into one system. GelatoConnect Logistics (GCL) is how we turn carrier complexity into a competitive advantage for our customers, through carrier abstraction, AI-powered routing, and packaging optimization. Logistics is one of the highest cost centers for our customers. GCL flips that into a reason to stay and a reason to grow.
The Role
This is a senior commercial and operational role at the heart of one of Gelato's most strategically important products. You will own the carrier side of GelatoConnect Logistics, negotiating contracts, building relationships, and ensuring Gelato can consistently deliver better economics to customers than they could access on their own.
You will also drive customer adoption of GCL. That means building strong relationships with our customers, understanding their operations deeply, and working closely with Sales and Customer Success to turn activated accounts into embedded, high-retention users of the platform. You will know why customers hesitate, what makes them stay, and what they need the product to do better, and you will use that knowledge to shape what gets built.
You will sit at the intersection of commercial, operations, and product. You will work closely with Product and Tech to shape the roadmap and decide how we progress to support our growth. And you will be expected to apply AI actively: not as an experiment, but as a practical way to scale your output and run more carrier negotiations, customer conversations, and market coverage than would otherwise be possible.
This role will ideally be based in Atlanta and is a key part of Gelato's next phase of growth.
What You'll Be Doing
Carrier Negotiations and Network Development - You will own the commercial carrier relationships for GCL. That means negotiating rates, service terms, and data integrations with regional and national carriers across multiple markets, at the same time, systematically. You will build proactive coverage, anticipate where we need new carriers or improved terms before customers ask for them, and use AI to run more negotiations in parallel than the traditional one-at-a-time approach allows. You will have the commercial credibility and interpersonal skills to sit across the table from a director of sales at UPS or FedEx and drive a deal worth millions, and the judgment to know when to push and when to hold.
Customer Adoption and Relationship Building - You will build strong relationships with GCL customers. That means understanding their businesses, their pain points, and what they need from the platform to get real value. You will work with Sales and Customer Success to bring new customers onto GCL and ensure existing ones go deep, moving from activated to embedded. You will own adoption metrics, but what drives them is customers who trust us, feel supported, and see results.
Product and Technology Partnership - You will translate what you hear from carriers and customers, what is working, what is missing, what is causing friction, into clear, prioritized requirements. Working closely with Product and Tech, you will help shape the roadmap and decide how we progress to support our growth. The platform improves because you are close to reality and able to communicate it clearly.
AI-Powered Scaling - You will use AI actively and practically to scale your own output. That means automating workflows, building systems that reduce manual dependency, and finding ways to do more without adding headcount. Gelato is growing through AI rather than adding people. This role is expected to lead by example, not occasionally, but as a default way of working.
Operational Visibility - You will maintain visibility across GCL performance, delivery quality, cost drivers, carrier exceptions, and service levels. You will build clean operating rhythms and create dashboards that drive decisions. When something goes wrong, you will know before the customer does.
Who You Are
You have 7+ years of experience in logistics, supply chain, commercial operations, or a role that involved managing third-party relationships and negotiating contracts. You understand how carrier economics work, including rates, surcharges, and volume commitments, and you know how to build a relationship with a carrier account team and use it to get results.
You are a relationship builder. Whether it is a regional carrier or a PSP trying to cut their logistics costs, people feel confident working with you because you follow through, you know your stuff, and you are genuinely interested in what they need.
You think in systems. When you see a process that does not scale, your instinct is to rebuild it, not to hire around it. You use AI tools to do things faster and better, not just to write emails, but to genuinely change how you work. You are not waiting to be told where to apply it.
You are commercially sharp and customer-oriented. You understand SaaS adoption dynamics, know how to spot when a customer is at risk before they tell you, and you can build the narrative that moves a decision-maker. You write and communicate clearly and you are comfortable presenting to senior carrier executives and internal leadership alike.
You do not measure your success by the size of your team. You measure it by what you have built and what it delivers. You are based in or willing to relocate to Atlanta. Some travel to carriers, customers, and Gelato offices is part of the role.
What This Role Offers
This is a chance to build the commercial engine of a strategic SaaS product at one of Europe's fastest-growing technology companies. You will have real ownership over carrier relationships that unlock value for hundreds of customers, direct influence over what gets built on the platform, and unlimited room to grow within GCL and across Gelato.
You will also be part of a team that is genuinely rethinking how logistics work gets done, with a product built for AI-native workflows and a company that believes the constraint on growth is not headcount but how smart you can work.
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 ourselves on our global presence with 14 offices worldwide, fostering a dynamic and diverse work environment. Rooted in a culture that values collaboration, creativity, and camaraderie, we actively cultivate a company culture that thrives on shared experiences. We encourage team members to embrace this culture by working from our inspiring office spaces at least three days a week, allowing for meaningful connections and collective growth.
Lastly, we ask that you please upload your CV in English, regardless of which country yo
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