Enterprise Account Executive

We're a product-first team on a mission to help grow the cybersecurity culture 🔐

We want to instill cybersecurity good practices to employees in a way that's actually effective, and entertaining enough so that employees don't feel like they're working. Think Duolingo but for cybersecurity.

We created a platform to easily rollout a cybersecurity awareness program: the platform sends chat-based 4-minutes long courses to teams. Following the courses, the other side of the platform simulates phishing attacks, to prepare employees to face hackers — but in a safe environment.

Created in 2020, Riot has raised $15m with top-notch investors (Y Combinator, Base10, Funders Club and Frst Capital), and is now protecting more than 500,000 employees in over 1,000 companies (including Intercom, Deel and Deezer) all over the world.

Cybersecurity is everywhere. It's impacting everyone, everyday, and it's becoming the number one risk to any organization, whether it's a small business or a big firm. Yet, the cybersecurity culture in most companies is a disaster. Hackers are leveraging this by targeting the weakest link: the employees. We're on a mission to fix that.

You will join the sales team, as a Account Executive you will be responsible for managing the entire sales funnel, from pipe generation to closing deals.

About the role

As an Enterprise Account Executive at Riot, you will be part of the Sales team and work directly with Hubert, Head of Sales Enterprise.

You will be responsible of generating $600k of ARR in the first 12 months (after your 6 months ramp-up time) by closing enterprise companies coming from outbound strategy (70%) and inbound strategy (30%).

What are the perspectives of the job?

<u style="font-size: 16px;">Within 6 months</u>

• You will know perfectly our solutions.

• You will be fully ramped-up and have hunted your first accounts.

<u style="font-size: 16px;">Within 1 year</u>

• You will have taken part in building the outbound strategy of Riot.

• You will have hunted and won 15+ tier 1 accounts.

• You will start to develop an expertise in a specific industry or segment in order to own it.

<u style="font-size: 16px;">And beyond …</u>

If you achieve your targets you will grow and scale within the sales team and have a variety of opportunities for further growth!

What you will do 🤝

• Generate $600k of new ARR by hunting and closing ~15 enterprise companies
• Generate net new ARR with your customer base by upselling new offers or cross-selling within other subsidiaries / branches. We're aiming for 110% net revenue retention
• Working with the CSM to ensure the renewal of strategic customers and an annual churn rate of under 3%
• Help and give input into the structure of the Sales entreprise playbook (good practice, processes, routines)
• Develop an expertise and own a segment or use-case territory as we define patterns

Who you are 🪪

• You have a strong track record at hunting and closing in SaaS B2B startups with an ACV >$50k or in a professional service firm with client > $1M per year
• You have excellent relational skills and a refined business sense to bond with buyers, leaders, and C-levels to raise awareness of their need to use Riot
• You show strong business maturity that enables you to quickly understand our product, market as well as our buyers and their pains
• You have the ability to take a step back on your daily activity to challenge it and to help build better outbound and selling strategies
• You don't need to be an expert on cybersecurity, but you need to be motivated by the mission
• You speak fluently French and English
• You're based in Paris or you're willing to relocate

It will be a cultural fit if 🫂

• You're a doer: not afraid to get your hands dirty and get things done
• You have high standards: expect performance to be nothing short of the best
• You are an enthusiastic at heart: exhibit passion and excitement over work

Why join us at Riot 💜

• Join a very ambitious entrepreneurial journey at its beginning
• The ability to build and impact the sales playbook. To have a great deal of ownership and develop your expertise
• Build strong relationships with C-levels in enterprise companies
• Join a healthy-financial company: we already are break-even, fundraising helps us to accelerate our scale!
• Contribute to a fast-moving environment where growth is real—our revenue grew by an impressive 2.5x in 2024!
• Experience the energy of a collaborative team in our modern and cosy office located in heart of Paris: Le Marais

We are an equal opportunity employer for all without any distinction of gender, ethnicity, religion, sexual orientation, social status, disability or age.

Please note that this is an on-site position with up to 2 days per month of remote work.