Director, GelatoConnect Logistics

Director, GelatoConnect Logistics About GelatoConnect Logistics GelatoConnect is our SaaS platform for print service providers, unifying procurement, workflow, and logistics into one system. GelatoConnect Logistics (GCL) https://www.gelato.com/connect/logistics 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 is 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 ... (truncated, view full listing at source)