Director of Sales, EMEA (GelatoConnect)

Director of Sales, EMEA – GelatoConnect

Location: Barcelona, London, Berlin, Madrid, Oslo, Amsterdam, Stockholm

Working model: Hybrid – 3 days per week in office; travel up to 25-50% to customer sites and trade shows

About Gelato

Over the last 15 years, Gelato has built a global network of printers to provide print services for businesses and creators in a local, on-demand way. We developed proprietary software that helped printers process Gelato orders efficiently through their production systems. The software proved so effective that printers began requesting to use it across all their customers, leading to the launch of GelatoConnect.

In 2024, Gelato launched GelatoConnect, which is now available directly to printers, providing a measurable return on investment through increased operational efficiency. Printers are partnering with Gelato to implement GelatoConnect as their end-to-end production management solution.

We own no physical assets, we build and provide the software that connects world-class production printers across the globe. Today, we have over 140 production partners in 32 countries. Within 72 hours, our network can reach more than 5 billion people, delivering customized products in a smarter, faster, and more sustainable way.

What You Will Be Doing

As Director of Sales, EMEA for GelatoConnect, you will lead our European sales organization through its next phase of growth. You’ll be responsible for creating a high-performance sales culture while scaling a geographically distributed team across the region. This is a strategic and hands-on role, requiring someone who thrives in both execution and system-building.

You’ll own revenue generation across EMEA, establish sales discipline and operational rigor, and play a critical role in expanding our customer base, helping traditional commercial printers transform their operations through technology.

Key Responsibilities

• Sales Leadership & Coaching - Manage, mentor, and expand a growing team of five sales professionals across Europe, with plans for future expansion. Provide strategic and tactical guidance to drive high-performance behaviors and scalable success.
• Sales Execution & Discipline - Establish a structured sales cadence, run weekly forecasting and pipeline reviews, and coach team members on value-based selling and deal progression strategies.
• Sales Strategy Development - Design and implement repeatable sales processes and methodologies tailored for the GelatoConnect platform. Build sales playbooks that guide enterprise selling and align with our go-to-market strategy.
• Customer & Market Development - Identify and advance opportunities through the sales funnel, from initial lead qualification to closing. Lead the charge in selling to commercial printers and other key verticals.
• Cross-Functional Collaboration - Work closely with Solutions, Enablement, Revenue Operations, and Marketing teams to develop effective tools, campaigns, and systems to support pipeline generation, qualification, and conversion.
• Event & Campaign Support - Partner with Marketing and Product teams to design campaigns and represent Gelato at major industry events across Europe.
• Performance Management & Reporting - Own EMEA sales reporting for Monthly Operations Reviews. Monitor KPIs, ensure data accuracy in CRM systems, and drive accountability to targets.
• Partner Engagement - Support partner-driven initiatives and collaborate with partners to expand pipeline generation.

Who You Are

You are a results-oriented sales leader who combines strong execution with strategic thinking. You know how to build systems, scale teams, and coach individuals to succeed in complex sales cycles. You’ve worked in fast-paced environments and know how to balance structure with entrepreneurial agility.

You thrive in B2B SaaS sales, especially when disrupting traditional industries with technology. You're excited about building a team, culture, and sales motion from the ground up, and motivated by GelatoConnect’s mission to transform print production through software.

Our Requirements Include:

• 10+ years of experience in a B2B sales role, including hands on account management with at least 5 years of leadership experience.
• Proven success in hiring, leading, and developing sales teams in high-growth environments
• Strong command of enterprise sales execution, including solution and value-based selling techniques
• Strong ability to define, document, and implement scalable sales processes and playbooks.
• Proven experience driving sales rigor and operational discipline across dispersed teams.
• Ability to coach sales professionals on uncovering customer pain points and creating compelling business cases.
• Experience working with CRM systems and forecasting tools.
• Exceptional interpersonal and communication skills, with a talent for building trust across teams and stakeholders.
• A startup mentality: comfortable with ambiguity, resourceful, and driven to build and iterate quickly.
• Bonus: Experience in or familiarity with print technology, production solutions, or similar industries is a plus.

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.

Please upload your CV in English, regardless of which country you are applying from.