Account Executive
Gelato•Denver, CO
•Hybrid
About The Position
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.
Requirements
- 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
- 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
- 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
- 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
- Must feel genuinely intrigued and motivated by our mission to change the world by connecting technology to the printing industry and making it much more sustainable.
- Must possess an entrepreneurial spirit.
Nice To Haves
- Experience selling solutions with multiple modules or complex operational workflows is a strong advantage
- Additional languages are a plus
Responsibilities
- 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
- 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
- Provide frontline feedback to Marketing, Product, and Partnerships to continuously improve our go-to-market approach
Benefits
- Global presence with 14 offices worldwide
- Dynamic and diverse work environment
- Culture that values collaboration, creativity, and camaraderie
- Encouragement to work from inspiring office spaces at least three days a week
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
