Enterprise Account Executive, UK

Riot; Paris; Sur place; EUR 90 000 - 130 000; Plein temps

Résumé du poste

Riot is building a product-first cyber security awareness platform delivered via engaging, chat-based courses and simulated phishing exercises. As an Account Executive for UK, you will own full-cycle sales—from outbound prospecting to closing—while helping refine our go-to-market strategy in your country.

You will manage a portfolio of enterprise accounts, qualify opportunities with the MEDDPPICC framework, and collaborate with Customer Success to maximize product adoption and long-term growth.

Qualifications

• Experience in hunting and closing deals in B2B SaaS or equivalent.
• Ability to manage enterprise accounts and forecast with MEDDPPICC.
• Strong communication with C-level executives and internal stakeholders.

Responsabilités

• Own and develop a strategic territory with enterprise accounts.
• Qualify complex opportunities using MEDDPPICC framework.
• Land high-value deals and close contracts with strategic importance.
• Drive account growth through upselling and cross-selling.
• Partner with Customer Success to ensure product adoption and renewals.

Connaissances

Hunting & closing deals

Enterprise sales

B2B SaaS

Forecasting & pipeline

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 is actually effective and entertaining, like a cybersecurity version of a language-learning platform.

We created a platform to easily rollout 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 $15m with top-tier investors (Y Combinator, Base10, Funders Club and Frst Capital), and is protecting more than 500,000 employees in over 1,000 companies (including Intercom, Deel and Deezer) worldwide.

Cybersecurity is everywhere. It impacts everyone daily and is becoming the number one risk to any organization, whether small or large. The cybersecurity culture in many companies is a challenge, and we aim to improve it.

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

As one of our first Account Executives for UK, 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 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

• Own and Develop a Strategic Territory: Manage a portfolio of approximately 50 enterprise accounts ranging from 2,000 to over 10,000 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.
• While expertise in cybersecurity isn\'t mandatory, enthusiasm and motivation for our mission are essential.
• You are fluent in English.
• You are either based in Paris or 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 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 financially strong and capital-efficient company. Fundraising fuels our momentum, enabling us to scale faster and unlock new growth opportunities
• Contribute to a fast-moving environment where growth is real—our revenue grew by 2.5x in 2024
• Experience the energy of a collaborative team in our modern and cozy office located in the heart of Paris: Le Marais

Recruitment process

• First call with our HR Team (30 min)
• Fit interview with our Head of Sales Enterprise (45 min)
• Onsite interview – business case (45 min)
• Cultural fit interview with VP Sales (30 min)

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.