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 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.
What You Will Be Doing
As the Sales Director for EMEA, you will be a critical leader in establishing, scaling, and optimizing our go-to-market motion within the region. You will lead a team responsible for generating new business with local and regional printers, driving revenue growth, and ensuring customer success through a scalable, repeatable, and customer-centric approach. You will carry an individual quota while also defining and driving team success, sales methodology, and collaboration across departments to ensure long-term success on the GelatoConnect platform.
Key Responsibilities:
- Team Leadership & Coaching: Hire, coach, and motivate the Connect sales team to meet and exceed revenue targets.
- Define and Refine Sales Process: Create a scalable, repeatable sales process and methodology that leads to consistent results and long-term customer success.
- Build a Sales Playbook: Develop and maintain a playbook outlining clear expectations, sales strategies, and best practices for team members.
- Forecasting and Data Management: Ensure accurate data tracking and forecast reporting through consistent use of sales systems. Build a robust weekly forecast process with visibility into monthly, quarterly, and future results.
- Pipeline Development: Design and implement lead follow-up and targeted outbound strategies to generate new opportunities and build a strong pipeline.
- Event Strategy and Execution: Collaborate with marketing and the Director of Solutions to develop and execute event strategies, including key events such as Drupa in May and Las Vegas printing convention later in the year, to drive maximum pipeline impact.
- Partner Engagement: Support partner-driven initiatives and collaborate with partners to expand pipeline generation.
- Campaign Collaboration: Partner with marketing to create and execute effective campaigns that align with pipeline and revenue goals.
- System and Process Development: Collaborate with Revenue Operations to build and optimize tools, systems, and processes to support scalable growth.
- Cross-Functional Collaboration: Work closely with the Solutions team to ensure customers are appropriately scoped for success during and after implementation. Identify and escalate product or go-to-market gaps that may impact execution.
- Performance Monitoring: Build KPIs and present updates during the Monthly Operations Review to share team progress, revenue performance, and necessary pivots to drive success.
Who You Are
You are a proven sales leader who thrives in fast-paced, high-growth environments. You combine a customer-centric approach with a data-driven mindset to create scalable, repeatable sales motions. You’re an entrepreneurial, hands-on problem solver who can collaborate across teams, coach others, and continuously optimize for success. You bring energy, creativity, and resilience to tackle challenges while remaining focused on long-term goals.
Our Requirements for the Role Include:
- 5+ years of sales experience, with at least 2 years in a leadership role within SaaS, cloud, or B2B software companies.
- Proven success in hiring, leading, and developing sales teams in high-growth environments.
- Strong ability to define, document, and implement scalable sales processes and playbooks.
- Exceptional communication and interpersonal skills, with the ability to build strong cross-functional relationships.
- Experience working with CRM systems and driving data-driven decision-making.
- Demonstrated ability to manage sales forecasting and pipeline accuracy.
- Experience in or familiarity with print technology, production solutions, or similar industries is a plus.
- A startup mentality: comfortable with ambiguity, resourceful, and driven to build and iterate quickly.
- Experience selling to Commercial Printers
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.