What You Will Be Doing

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.

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 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

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 MEDDPICC 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 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

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 you are applying from.