Account Executive, Mid-market, Italy - Sales

Tryriot; Paris; Sur place; EUR 60 000 - 90 000; Plein temps

Avantages offerts par ce poste

On-site Paris office

Remote work up to 2 days/month

Financially healthy company

Résumé du poste

Riot is expanding its go-to-market in Italy from its Paris HQ. You will own full-cycle sales—from outbound prospecting to closing—for mid-market 10–200 FTEs, targeting C-level personas.

You’ll drive Italy-specific strategy, generate leads, demo the platform, and collaborate with Customer Success to ensure post-sale success. You’ll work from our modern Paris office with up to 2 days per month of remote work, and you must be fluent in English with native Italian.

Qualifications

• 2–3 years in B2B with outbound roles and a full-cycle AE.
• Experience selling to CISO/CIO or equivalent.
• Based in Paris or willing to relocate.
• Native Italian, fluent English.
• Strong communication and fast learner.

Responsabilités

• Generate leads via cold calls, email, and LinkedIn.
• Engage prospects and maintain relationships through the sales cycle.
• Demo the platform, support proofs of concept, and negotiate contracts.
• Collaborate with Customer Success for smooth post-sale execution.
• Shape product positioning for the Italian market.

Connaissances

Lead generation

Prospecting

Full-cycle sales

C-suite selling

English fluency

Italian native

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 effective and entertaining. Think Duolingo for cybersecurity.

We created a platform to roll out a cybersecurity awareness program: the platform sends chat-based 4-minute long courses to teams. Following the courses, the platform simulates phishing attacks to prepare employees to face hackers in a safe environment.

Created in 2020, Riot has raised $45M with top investors (Y Combinator, Base10, Funders Club and Frst Capital) and protects more than 2,000,000 employees in over 2,000 companies worldwide (including Intercom, Deel and Deezer).

Cybersecurity is everywhere. It\'s impacting everyone daily, and it is a key risk for any organization. Our mission is to fix the weak link: employees.

About the job

The Mid-market team is a key pillar of Riot\'s organization. It has shown scalability and has grown over the years with a mature sales methodology and product. We target companies from 10 to 200 FTEs with an ACV of 12k€/year and an average sales cycle of 95 days. Notable logos include Electra, Blablacar, Deezer and Devialet.

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

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

• Generate leads: you are responsible for your pipeline by prospecting through cold calls, email, and LinkedIn
• Engage qualified prospects: build and maintain strong relationships throughout the sales cycle
• Close deals: demo the platform, provide technical assistance, navigate a proof of concept, and negotiate contracts
• Collaborate with Customer Success to ensure a smooth post-sale execution
• Be the local voice of the customer and help shape our product and positioning for your market
• You have at least 2–3 years of experience in B2B with a first BDR/outbound role and an AE full-cycle position
• You are seeking a full-stack role and are used to doing prospecting
• You have sold to our personas (CISO, CIO) or at least to C-levels
• You don\'t need to be an expert in cybersecurity, but you must be motivated by the mission
• You have full professional proficiency in English and native fluency in Italian
• You\'re based in Paris or willing to relocate
• You are a doer: not afraid to get hands dirty and deliver
• You have high standards: expect performance to be excellent
• You are enthusiastic at heart: show passion and energy for work
• Join a financially healthy company: we are financially strong and capital-efficient. Fundraising fuels momentum to scale and grow opportunities.
• Contribute to a fast-growing startup with a clear vision and ambitious goals; revenue has grown and plans to scale further in the coming years.
• Experience the energy of a collaborative team in our modern office located in the heart of Paris: République / Canal Saint-Martin
• First call with our HR team (30\')
• Fit interview and a mock call with our Country Manager (1h)
• Role play with our Head of Sales (1h)
• Cultural fit interview with our VP Sales (30\')
• Meet the Founder (30 min)
• At Riot, we believe that diversity drives innovation and inclusion fosters belonging. We welcome candidates from all backgrounds and are dedicated to creating an environment where everyone feels valued and empowered to thrive.
• Please note that this is an on-site position with up to 2 days per month of remote work.