Account Executive, German Speaking

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. Together, these products represent a full commercial portfolio for print businesses, spanning transactional product adoption through to complex, business transformation engagements.

Germany's print industry represents a €14B market, largely underserved by modern software. With approximately 6,300 printing companies, it is a large but highly fragmented market, dominated by SMEs still operating on legacy systems with disconnected, manual workflows. The opportunity here is significant, becoming the operating system for a market that is ready for digital transformation but has been underserved by modern software.

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. 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.

What You Will Be Doing

• Play a key role in building GelatoConnect's presence across the DACH region, with Germany as the primary focus, engaging print producers across key hubs.
• 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.

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.
• You bring rigor to how you qualify and progress deals.
• You're familiar with structured sales methodologies, particularly MEDDIC and Challenger, and apply them consistently.

Our Requirements Include

• 5+ years of full-cycle, quota-carrying closing experience in B2B SaaS or cloud-based platforms.
• Demonstrated experience closing deals of £/€100k+ annually.
• Experience selling into the German market, ideally into manufacturing, industrial, or operational software environments.
• 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 MEDDIC structured sales qualification methodologies.
• Fluency in German and English is required for this role.

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.

At Gelato, we pride ourselves on our global presence with 11 offices worldwide, fostering a dynamic and diverse work environment. 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.