Senior Sales Manager, EMEA - GelatoConnect

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.

About GelatoConnect

GelatoConnect is our enterprise SaaS platform designed to serve as the operating system for the modern print industry. We help print producers move away from fragmented, legacy systems by automating their procurement, workflows, and logistics into a single, seamless interface.

We are constantly evolving to solve the hardest problems in the industry. A prime example is our recently launched AI Estimator, which leverages machine learning to help producers generate instant, accurate quotes and optimize their pricing strategies. By replacing manual calculations with intelligent automation, we empower our customers to protect their margins and win more business.

As we look toward the future, we are relentlessly building products to support our partners. This is a platform that never stands still, and we need a sales leader who can translate this rapid innovation into value for our customers.

What You Will Be Doing

As the Senior Sales Manager, EMEA, you will be the architectural anchor for our European sales organization. With the next phase of growth in the region, we need a leader who isn't just looking to manage the status quo, but who is driven to build a culture of excellence, resilience, and high performance. You will be both strategic, and hands on, and thrive in execution, driving discipline and system building. 

Owning revenue generation across EMEA, you will provide the hands-on mentorship and guidance the team needs. This is a role for a builder who thrives in ambiguity and knows how to translate rapid change into scalable, rigorous sales processes. You will lead from the front, combining your skills as a successful SaaS seller with your experience as a leader to coach the team to success.

Key Responsibilities

• Build & Anchor the EMEA Culture: Serve as the architectural anchor for our European sales organization. You will create a cohesive, high-energy team identity for our members, fostering an environment of psychological safety, intense professional development, and high retention. You will also lead the charge on identifying top-tier talent and rapidly onboarding new hires to reduce ramp time.
• Turn Ambiguity into Process: Take charge of the "messy middle" of scaling. You will identify gaps in our current workflow and design scalable, repeatable sales playbooks tailored for GelatoConnect. You will move the team from ad-hoc winning to a structured, scientific sales methodology suitable for selling to commercial printers.
• Hands-On Coaching & Deal Strategy: Go beyond spreadsheet management. Join customer calls, role-play objections, and help your AEs structure complex deals. You will use your own sales DNA to demonstrate what "good" looks like, coaching the team on value-based selling and how to build compelling business cases.
• Operational Rigor & Forecasting: Instill a culture of discipline. You will own the EMEA sales reporting for Monthly Operations Reviews and run weekly pipeline cadences. You will ensure that despite the fast-paced nature of our environment, our CRM data remains accurate, our forecasting is precise, and our team is accountable to targets.
• Cross-Functional & Market Collaboration: You will act as the bridge between EMEA Sales and our global functions. Partner with Solutions, Enablement, and Revenue Operations to build better tools, and work with Marketing to design campaigns and represent Gelato at major industry events across Europe. You will also collaborate with our partner network to expand pipeline generation.

Who You Are

You are a results-oriented SaaS sales leader who refuses to settle for average. You combine strong execution with strategic thinking, having spent time in the trenches closing complex deals before successfully transitioning into leading others to do the same.

You thrive in fast-paced B2B environments, knowing exactly how to balance structure with entrepreneurial agility. You don't panic when things change; you pivot, restructure, and communicate clear paths forward. You are a process architect, someone who sees ambiguity and instinctively knows how to organize it into a winning playbook.

You are looking for a role that demands hands-on leadership and deep engagement, not just high-level oversight. You understand that building our EMEA region requires high commitment, emotional intelligence, and the ability to be truly present for your team to coach them to success.

Above all, you are excited about building a culture and sales motion, motivated by GelatoConnect’s mission to transform print production through software and disrupt a traditional industry with technology.

Our Requirements Include:

• Proven Leadership DNA: You have 7+ years of total B2B sales experience with at least 3+ years formally leading SaaS Account Executives. You didn't just inherit a winning team; you have experience hiring, onboarding, and shaping teams in high-growth or changing environments.
• Sales Pedigree & Deal Strategy: You spent 5+ years as a top-performing individual contributor before leading. You still possess a strong command of enterprise, value-based selling (e.g., MEDDIC, Challenger) and you use that experience to actively coach your team, explaining how to uncover pain points and build business cases, not just telling them to "sell more.
• A Track Record of "The Build": You have a history of turning ambiguity into process. You can demonstrate where you have defined, documented, and implemented scalable sales playbooks from scratch, rather than just operating within an existing rigid structure.
• Resilience & Adaptability: You possess a true startup mentality. You can provide examples of how you have successfully navigated teams through restructuring, remote culture shifts, or the pressure of a turnaround, maintaining high morale and retention along the way.
• Operational Excellence: You drive rigorous discipline. You are expert in CRM systems and forecasting tools, ensuring that while the team moves fast, the data remains accurate and the pipeline is predictable.
• Remote Team Mastery: You have specific experience bridging the gap for dispersed teams, building trust and communication loops that make remote employees feel supported.

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.