Enterprise Account Executive, UK

Overview

We are a product‑first team on a mission to help build a stronger cybersecurity culture across organizations worldwide. The platform provides short chat‑based courses and simulated phishing attacks that prepare employees in an engaging, Duolingo‑style experience.

Role Overview

As one of our first Account Executives for the UK, you will manage the full sales funnel – from pipeline generation to closing deals – and play a pivotal role in launching our go‑to‑market strategy in your region. The position is based in Paris, with a requirement to be located there or willing to relocate.

Responsibilities

• 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 MEDDPICC 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.

Qualifications

• 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.
• You are 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.

Benefits

• 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 healthy‑financial company: we’re financially strong and highly capital‑efficient.
• Contribute to a fast‑moving environment where growth is real—our revenue grew by an impressive 2.5x in 2024.
• Experience the energy of a collaborative team in our modern and cosy office located in the heart of Paris: Le Marais.

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.