Account Executive

Account Executive About GelatoConnect GelatoConnect is the SaaS arm of Gelato, built to transform how the modern print industry operates. We offer two core products: GelatoConnect https://www.gelato.com/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 https://www.gelato.com/connect/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 ... (truncated, view full listing at source)