Account Executive, Mid-market, UK - Sales

Overview

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 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-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 leading investors and is protecting more than 2,000,000 employees in over 2,000 companies worldwide.

Cybersecurity is everywhere. It’s impacting everyone, everyday, and it’s becoming a top risk to any organization. Yet, the cybersecurity culture in many companies remains challenging. Hackers target the weakest link: employees. We’re on a mission to fix that.

Role and team

The Mid-market team is a key pillar of Riot’s organization. It was the first market to be launched and has shown scalability with a mature product and sales methodology.

We target companies from 10 to 2000 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 the UK, you will play a key role in launching our go-to-market in the UK market . You will drive full-cycle sales from outbound prospecting to closing and help refine our local strategy.

We will open 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 will be at the heart of the action, building a strong local presence.

Responsibilities

• Generate leads : you are responsible for your pipeline by prospecting through cold calls, mail, 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 the Customer Success team to ensure a smooth post-sale execution.

Qualifications

• You have at least 2–3 years of experience in B2B companies with a first BDR (outbound role with cold calls) and an AE full-cycle position.
• You're looking for a full-stack position and are used to doing prospecting.
• You have sold to our personas (CISO, CIO) or at least C-levels.
• You don’t need to be an expert in cybersecurity, but you must be motivated by the mission.
• You are native in English.
• You're based in Paris or willing to relocate.
• 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.
• Join a financially strong and capital-efficient company with growth momentum; fundraising supports faster scaling and new opportunities.
• Contribute to a fast-growing startup with a clear vision and ambitious goals. We’ve tripled revenue over the past three years and plan to grow from €20M to €40M ARR in 2026.
• Have a key role in our European expansion with fast growth opportunities.
• Experience the energy of a collaborative team in our modern, cozy office located in the heart of Paris: Canal Saint-Martin.

Location and process

• On-site position with up to 2 days per month of remote work.

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.