Sales Manager Mid-Market Italy

Overview

We are a product-first team on a mission to grow cybersecurity culture. We aim to instill cybersecurity good practices in a way that is effective and engaging, similar to a language-learning platform. We created a platform that delivers 4-minute chat-based courses to teams, followed by simulated phishing to prepare employees in a safe environment. Since 2020, Riot has raised $45M from leading investors and protects more than 2,000,000 employees across 2,000+ companies worldwide.

Cybersecurity affects everyone daily. The mission is to improve the cybersecurity culture within organizations and reduce risk by empowering employees rather than exposing weaknesses. This role is based in Italy, with leadership of a Mid-Market sales team and a focus on scaling the Italian market.

Reporting to the Country Manager Italy, you will lead a team of 6–8 Mid-Market Account Executives. The mission is to build a high-performing, predictable team through clear activity standards, a strong pipeline, accurate forecasts, and disciplined deal execution. You will act as a hands-on manager and coach, helping the team grow.

Responsibilities

1. Lead & grow a high-performing team

   • Recruit, train, onboard and mentor a team of 6–8 Mid-Market AEs to world-class standards.
   • Conduct 1:1s, call coaching, and live shadow sessions to improve performance weekly.
   • Create personalized development paths and career plans for each team member.

2. Drive performance through systems

   • Establish a metrics-driven culture: activity, conversion, meeting rate, pipeline quality.
   • Continuously test and optimize automated outreach sequences with the Sales Ops team.
   • Ensure pipeline-to-revenue conversion remains consistent.

3. Craft and execute the strategy

   • Define segmentation, messaging, and prioritization with Marketing & Sales.
   • Experiment with multi-channel motions (calls, email, video, LinkedIn, events).
   • Translate data insights into tactical and strategic changes.

4. Build culture & leadership

   • Create an environment of excellence, feedback, and enthusiasm.
   • Lead with clarity and empathy: celebrate wins, own misses, and coach through both.
   • Model the Riot mindset: high standards, curiosity, data-driven approach, and ambition.

Qualifications

• 4+ years of experience in full sales cycle.
• Experience coaching or managing a small team of BDRs or AEs.
• Proven track record of meeting or exceeding targets.
• You don\'t need to be an expert in cybersecurity, but you must be motivated by the mission.
• Full professional proficiency in English and native Italian.
• Based in Paris or willing to relocate.

Why Riot / Benefits

• Join a financially healthy company with strong capital efficiency. Fundraising fuels momentum and enables faster scaling.
• Contribute to a fast-growing startup with a clear vision and ambitious goals. Revenue has grown significantly, with plans for continued expansion.
• Collaborate in a modern, comfortable office in central Paris (République / Canal Saint-Martin).

At Riot, we value diversity and inclusion and strive to build a team that reflects a wide range of perspectives, backgrounds, and experiences. We welcome candidates from all walks of life and are committed to an environment where everyone feels valued, respected, and empowered to thrive.

Please note: this is an on-site position with up to 2 days per month of remote work.