Sales Manager 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 is effective and entertaining—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 (Y Combinator, Left Lane, Base10, Funders Club and Frst Capital) and is now protecting more than 2,000,000 employees in over 2,000 companies (including Intercom, Deel, and Deezer) all over the world. Cybersecurity is everywhere and a key risk for any organization. We are on a mission to fix the cybersecurity culture by addressing the weakest link: the employees.

Role

Your role as a Country Launcher UK

We are looking for a Country Launcher UK reporting directly to Clément, VP Sales & Partnerships, to open and scale the UK market.

• Phase 1 (Months 110): close the first 100 Mid-Market logos in a full-cycle model to validate the local GTM
• Phase 2 (Months 412): recruit and onboard the first 3 AEs while building a UK-specific sales playbook
• Phase 3 (Months 612): scale to 60 AEs and reach $500K in ARR at the end of 2026

This role combines hands-on sales execution with team leadership and offers a unique opportunity to build a market almost from scratch.

Your missions

• Sales Execution
• Own the full sales cycle in the UK market, from prospecting to closing
• Target Mid-Market accounts (up to 5000 FTEs)
• Lead sales cycles with multiple stakeholders (CISO, IT, CEO etc.)
• Develop and execute a strong outbound strategy adapted to the UK market
• Build a high-quality pipeline and consistently exceed revenue targets
• UK Market Launch & Strategy
• Act as a local market expert for the UK
• Adapt Riot’s sales messaging, value proposition and positioning to the UK ecosystem
• Provide feedback to the Product team on local market needs
• Contribute to pricing, ICP definition and go-to-market strategy for the UK
• Team Leadership & Scale
• Hire, onboard and coach the first Account Executives in the UK
• Set sales standards, best practices and playbooks
• Support team members in deal strategy, discovery and closing
• Foster a high-performance and collaborative sales culture
• Cross-functional Collaboration
• Work closely with Product and Customer Success
• Ensure smooth handovers between Sales and Customer Success
• Represent the UK market internally within Riot

Who you are

• 4-6 years in SaaS B2B sales (as BDR → AE → Team Lead ideally)
• Proven track record of hitting and exceeding targets
• Proven builder track record
• Team builder, experience in coaching or managing a small team of BDRs or AEs
• Data-driven and process obsessed
• Native or bilingual English with deep UK cultural fit

How to stand out

• You have a builder mindset: you see a process and immediately think “how can this scale?”
• You’re hands-on, competitive, empathetic, and obsessed with helping others grow
• You know what great looks like, and you won’t settle for less

Why you will love Riot

This is a crucial move for Riot and it will come with full support from HQ (CEO, VP Sales, RevOps, etc.). We already have $300k in ARR in the UK, which validates product–market fit — now the focus is on accelerating our GTM motion. Join a financially strong, capital-efficient company. We are fast-growing with no patience for politics. You’ll be surrounded by people who love learning and raising the bar. You’ll help shape a movement redefining how people think about cybersecurity. Our office is in Le Marais, Paris, and we offer a competitive package with equity and a clear path to Head of Nordics.

Recruitment process

• Intro call (30 min)
• Manager Fit interview (1h)
• Role Play - Demo (1h)
• Case Management & Go to Market (1h)
• Culture fit & founder interview: CEO & cofounder (30min)

We may use artificial intelligence (AI) tools to support parts of the hiring process. These tools assist our recruitment team but do not replace human judgment. All final hiring decisions are made by people. If you would like more information about how your data is processed, feel free to reach out to us.