Enterprise Account Executive, UK

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 — the goal is education that feels engaging rather than work. Think Duolingo for cybersecurity.

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 accounts through upselling (bottom-up adoption) and cross-selling strategies, identifying new business units and additional solution opportunities.
• Partner with Customer Success: Collaborate 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
• Have ownership to build and impact the sales playbook and develop your expertise
• Build strong relationships with C-levels in enterprise companies
• Join a financially strong, capital-efficient company with a competitive stock package
• Contribute to a fast-moving environment where growth is real — our revenue grew 2.5x in 2024
• Experience the energy of a collaborative team in our office located in the heart of Paris: Le Marais

Salary and equity

€115,000 - €140,000 a year. This range indicates the total package with around 50% base salary and 50% on commissions (uncapped). We also provide a competitive stock package.

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.