Account Executive, Mid-market, Italy

Riot Security; Paris; Hybride; EUR 62 000 - 80 000; Plein temps

Résumé du poste

An innovative firm is seeking an Account Executive to spearhead its expansion in Italy. This role involves full-cycle sales, from generating leads to closing deals, while collaborating closely with the Customer Success team to ensure smooth execution post-sale. You will engage with C-level executives, leveraging your BtoB sales experience to drive growth in a rapidly scaling cybersecurity company. With a strong emphasis on a collaborative and dynamic work environment, this position offers significant opportunities for personal and professional development as the company continues to expand its footprint across Europe.

Prestations

Competitive Stock Package

Flexible Work Environment

Modern Office in Le Marais

Health and Wellness Programs

Qualifications

• 2-3 years experience in BtoB sales with a focus on cold calling.
• Experience selling to C-level executives, preferably CISO or CIO.

Responsabilités

• Generate leads through cold calls, emails, and LinkedIn.
• Engage and maintain relationships throughout the sales cycle.
• Close deals and collaborate with the Customer Success team.

Connaissances

BtoB Sales Experience

Outbound Prospecting

Relationship Building

Negotiation Skills

Technical Assistance

Customer Engagement

Formation

Bachelor's Degree

Outils

LinkedIn

Description du poste

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 $30m with top-notch investors (Y Combinator, Left Lane, 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.

The Mid-market team is today a key pillar of Riot organization.

We were the first market to be launched when Riot was created. It has shown strong proof of scalability and is growing intensly over the years thanks to a seasoned sales methodology and a mature product.

We tackle companies from 10 to 2500 FTEs with an ARPA of 10k€/y and a average sales cycle of 35 days.

Amongst the great logos that has been signed, you may know the following: Electra, Blablacar, Deezer or Devialet for example.

As one of our first Account Executives for Italy, you'll play a key role in launching our go-to-market in your country. You’ll drive full-cycle sales — from outbound prospecting to closing — and help us refine our local strategy along the way.

We're opening these markets from our HQ in France, to ensure close integration with the team, alignment with our global processes, and fast feedback loops across functions. You’ll be at the heart of the action — while building a strong local presence.

What you will do:

• Generate leads: you are responsible of your pipeline by prospecting through cold calls, mail and LinkedIn
• Engage qualified prospects: build and maintain strong relationships all along the sales cycle
• Close deals: demo the platform, provide technical assistance, to successfully navigate a proof of concept and finally to negotiate contracts
• Collaborate with Customer Success team: to ensure a smooth post-sale execution
• Be the local voice of the customer and help shape our product and positioning for your market

Who you are:

• You have at least 2 or 3 years experience in BtoB companies with: a first BDR (outbound role with cold calls) and an AE full cycle position
• You are looking for a full stack position and you are used to doing prospection
• You already sold to our persona (CISO, CIO) or, at least, C-levels
• You don't need to be an expert on cybersecurity, but you need to be motivated by the mission
• You have full professional proficiency in English and are native in Italian
• 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 enthusiastic at heart: exhibit passion and excitement over work

Why join us at Riot:

• 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!
• Have a key role in our European expansion with fast growth opportunities
• Experience the energy of a collaborative team in our modern and cosy office located in heart of Paris: Le Marais

Recruitment process:

• First call with our HR team (30 min)
• Fit interview and a fake call with our VP Sales (45 min)
• Role play with our Country Manager (1h)
• Cultural fit interview with a team-mate (1h)
• Meet Ben, our Founder! (30 min)

€62,000 - €80,000 a year

This range indicates the total package with around 60% base salary and 40% on commissions (uncapped). We also provide a competitive stock package.

At RIOT, we believe that diversity drives innovation and inclusion fosters belonging. We are committed to building a team that reflects a wide range of perspectives, backgrounds, and experiences. We welcome candidates from all walks of life and are dedicated to creating an environment where everyone feels valued, respected, and empowered to thrive.

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