Denver, Colorado, United States · Hybrid
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 sha…
Skills: B2B SaaS Sales, MEDDPICC, Challenger Sale, Full-cycle Sales, Enterprise Sales
London, England, United Kingdom · Hybrid
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 shar…
Skills: Product Management, B2B SaaS, AI Prototyping, Customer Discovery, SQL
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The Account Executive manages the full sales cycle for GelatoConnect products, handling both high-velocity transactional deals and complex enterprise transformations. Responsibilities include outbound prospecting, conducting consultative discovery, and collaborating with product teams to meet quarterly revenue quotas.
Candidates must have over 5 years of quota-carrying B2B SaaS closing experience with a proven track record of closing deals worth £/€100k+. Proficiency in MEDDPICC and Challenger sales methodologies is required, along with experience using CRM systems and AI tools.
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.
GelatoConnect is the SaaS arm of Gelato, built to transform how the modern print industry operates. GelatoConnect is 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. GelatoConnect Estimator is the industry leading 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.
As an Account Executive, you will own the full sales cycle across all 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.
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 MEDDPICC qualification rigorously across the pipeline, ensuring clear understanding of Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identified Pain, Competition 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
Collaborate closely with Product, Solutions, and Leadership on strategic deals
Consistently meet and exceed monthly and quarterly sales quotas
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
Act as an AI builder, actively utilizing AI tools to enhance sales processes and increase execution speed across the funnel
Provide frontline feedback to Marketing, Product, and Partnerships to continuously improve our go-to-market approach
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 MEDDPICC and Challenger, and apply them consistently to ensure you're spending time on the right opportunities and accelerating the right deals.
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 MEDDPICC 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 languages are a plus
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 you are applying from.
Gelato is a software company on a mission to redefine global manufacturing for people and the planet.
Gelato aims to empower the transition from central mass production to local, on-demand production, a smarter, faster, and greener model. To do this, Gelato has developed software that enables creators and makers to scale their businesses and redefine global manufacturing. The result? A more sustainable production model—where products are made when and where they’re needed, fueling the growth of local communities and businesses. By reducing reliance on traditional global supply chains, Gelato’s model lowers costs, shortens transport distances, and minimizes waste caused by overproduction—allowing both creators and makers to scale their businesses faster and tap into new markets in a way that is both sustainable and profitable. At the heart of this transformation is GelatoConnect, the operating system for digital printing. It is the only end-to-end software that empowers print service providers to effectively manage digital orders—from procurement to shipping—enabling them to grow their business without compromising profitability. All to future-proof production businesses and unlock new opportunities for the next generation of manufacturing. More than a software platform, GelatoConnect is the foundation of a new production model—one where local print service providers are connected to global trade and where products are made closer to the end customer, reducing waste and transport distances while empowering local businesses to thrive. Meanwhile, GelatoCreate empowers ecommerce entrepreneurs to design, sell, and fulfill custom products anywhere in the world—without the burden of inventory or long-haul shipping. Orders are automatically routed to Gelato’s global network of 150+ local production partners, ensuring faster delivery, less waste, and seamless global brand expansion for creators. Together, GelatoConnect and GelatoCreate form a powerful flywheel—when print producers scale efficiently, ecommerce sellers thrive, and when creators succeed, print businesses grow.
Offices: Dronning Eufemias gate 8, Oslo, 0191, NO
Gelato is a software company on a mission to redefine global manufacturing for people and the planet.
Gelato aims to empower the transition from central mass production to local, on-demand production, a smarter, faster, and greener model. To do this, Gelato has developed software that enables creators and makers to scale their businesses and redefine global manufacturing. The result? A more sustainable production model—where products are made when and where they’re needed, fueling the growth of local communities and businesses. By reducing reliance on traditional global supply chains, Gelato’s model lowers costs, shortens transport distances, and minimizes waste caused by overproduction—allowing both creators and makers to scale their businesses faster and tap into new markets in a way that is both sustainable and profitable. At the heart of this transformation is GelatoConnect, the operating system for digital printing. It is the only end-to-end software that empowers print service providers to effectively manage digital orders—from procurement to shipping—enabling them to grow their business without compromising profitability. All to future-proof production businesses and unlock new opportunities for the next generation of manufacturing. More than a software platform, GelatoConnect is the foundation of a new production model—one where local print service providers are connected to global trade and where products are made closer to the end customer, reducing waste and transport distances while empowering local businesses to thrive. Meanwhile, GelatoCreate empowers ecommerce entrepreneurs to design, sell, and fulfill custom products anywhere in the world—without the burden of inventory or long-haul shipping. Orders are automatically routed to Gelato’s global network of 150+ local production partners, ensuring faster delivery, less waste, and seamless global brand expansion for creators. Together, GelatoConnect and GelatoCreate form a powerful flywheel—when print producers scale efficiently, ecommerce sellers thrive, and when creators succeed, print businesses grow.
Offices: Dronning Eufemias gate 8, Oslo, 0191, NO
