Enterprise Account Executive, France

Riot Security; Paris; Hybride; EUR 115 000 - 140 000; Plein temps

Avantages offerts par ce poste

ESOP

Uncapped bonus

Company bonus

Hybrid work—onsite in Paris with up to

Résumé du poste

Riot Security is hiring an Enterprise Account Executive to own a strategic territory and manage end-to-end sales for large- scale customers. You will qualify complex opportunities using the MEDDPPICC framework, negotiate high-value contracts, and collaborate with Customer Success to drive product adoption and growth.

You will lead upsell/cross-sell efforts across business units, build relationships with C-level buyers, and maintain precise forecasts for a multi-million ARR pipeline.

Qualifications

• Proven track record in hunting and closing enterprise deals.
• Strong ability to map accounts and navigate stakeholders including C-suite.
• Demonstrated proficiency in MEDDPPICC or similar complex sales frameworks.

Responsabilités

• Own and manage a strategic territory of enterprise accounts.
• Lead negotiations and close contracts with high ACV.
• Collaborate with Customer Success to ensure strong product adoption and growth.
• Drive upsell and cross-sell opportunities across business units.
• Maintain accurate forecasting and pipeline using MEDDPPICC principles.

Connaissances

MEDDPPICC framework

B2B SaaS sales

Enterprise sales

Relationship building

Communication

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 $45m with leading investors (Y Combinator, Left Lane, Base10, Funders Club and First Capital) and is now protecting more than 2,000,000 employees in over 2,000 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.

As an Enterprise Account Executive you will be responsible for managing the entire sales funnel, from pipe generation to closing deals.

What you will do

• Own and Develop a Strategic Territory: Manage a portfolio of approximately 50 enterprise accounts ranging from 2,000 to over 100,000 employees. Perform detailed account mapping to pinpoint multiple entry points and key stakeholders for targeted outreach.
• Qualify Complex Opportunities: Use the MEDDPPICC framework to rigorously qualify opportunities, navigate intricate buying processes, build mutual success plans, and deliver precise forecasting.
• Land High-Value Deals: Lead negotiations, manage multiple stakeholders internally and externally, and close contracts that maximize annual contract value (ACV).
• Drive Account Growth: Expand your accounts through upselling (bottom-up adoption) and cross-selling strategies, identifying new business units and additional solution opportunities.
• Partner with Customer Success: Collaborate closely with Enterprise Customer Success teams to ensure strong product adoption, conduct Quarterly Business Reviews (QBRs), and jointly develop account plans to maximize client value and long-term growth.

Who you are

• You have a proven track record in hunting and closing deals within B2B SaaS startups (ACV > $50k) or professional services firms with annual client spend exceeding $1M.
• You have excellent interpersonal skills and strong business acumen, enabling you to build meaningful relationships with buyers, leaders, and C-level executives, effectively raising their awareness of the necessity of using Riot.
• You demonstrate substantial business maturity, allowing you to rapidly grasp our product, our market, and the specific pain points of our buyers.
• You have the capacity to step back from daily activities, critically assess processes, and proactively contribute to enhancing our outbound and sales strategies.
• You have a full professional proficiency in English and are native in French.
• 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 financially-healthy company: we're financially strong and highly capital-efficient. Fundraising fuels our momentum, enabling us to scale faster and unlock new growth opportunities.
• Contribute to a fast-growing startup with a strong vision and high ambitions, backed by clear business goals. We've tripled our revenue over the past two years, and we plan to grow from €20M to €40M ARR in 2026.
• Experience the energy of a collaborative team in our modern and cosy office located in heart of Paris: République / Canal Saint-Martin
  

Compensation structure

• €115.000 to €140.000 - 40/60 split
• Uncapped Bonus, with accelerators for overperformance
• Company Bonus
• ESOP

Recruitment process

• Screening interview with our TAM (30')
• Hiring Manager interview with André, Enterprise France Sales Lead (30')
• Business case / Role Play with André and Hubert, Head of Enterprise (1h)
• Cultural fit interview (1h)

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.