Account Executive

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 Gelato Connect, our SaaS platform, we’re driving innovation in print production. Gelato Connect 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 Gelato Connect, we’re reshaping the print industry to be more efficient, sustainable, and profitable.

About Gelato Connect

Gelato Connect is the SaaS arm of Gelato, built to transform how the modern print industry operates. We offer two core products: Gelato Connect, 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 Gelato Connect 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 Gelato Connect 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 Gelato Connect 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
• 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,…