Account Executive, Mid-market, Italy - Sales

Job description

**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 actually 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-minutes long courses to teams. Following the courses, the other side of the platform simulates phishing attacks, to prepare employees to face hackers — but in a safe environment. Created in 2020, Riot has raised $45m with top-notch investors (Y Combinator, 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. It's impacting everyone, everyday, and it's becoming the number one risk to any organization, whether it's a small business or a big firm. Yet, the cybersecurity culture in most companies is a disaster. Hackers are leveraging this by targeting the weakest link: the employees. We're on a mission to fix that. ### **About the job** The Mid-market team is today a key pillar of Riot organization. We were the first market to be launched when Riot was created. It has shown strong proof of scalability and is growing intensly over the years thanks to a seasoned sales methodology and a mature product. We tackle companies from 10 to 200 FTEs with an ACV of 12k€/y and an average sales cycle of 95 days. Amongst the great logos that have been signed, you may know the following : Electra, Blablacar, Deezer or Devialet for example. As one of our first **Account Executives for Italy**, you'll play a key role in launching our go-to-market in the country. You’ll drive full-cycle sales — from outbound prospecting to closing — and help us refine our local strategy along the way. We're opening these markets from our HQ in France, to ensure close integration with the team, alignment with our global processes, and fast feedback loops across functions. You’ll be at the heart of the action — while building a strong local presence. ### What you will do 🤝 - **Generate leads**: you are responsible of your pipeline by prospecting through cold calls, mail and LinkedIn - **Engage qualified prospect**: build and maintain strong relationship all along the sales cycle - **Close deals**: demo the platform, provide technical assistance, to successfully navigate a proof of concept and finally to negotiate contracts - **Collaborate with Customer Success team** to ensure a smooth post-sale execution - Be the local voice of the customer and help shape our product and positioning for your market ### Who you are 🪪 - You have at least 2 or 3 years experience in BtoB companies with: a first BDR (outbound role with cold calls) and an AE full cycle position - You are looking for a full stack position and you are use to do prospection - You already sold to our persona (CISO, CIO) or, at least, C-levels - You don't need to be an expert on cybersecurity, but you need to be motivated by the mission - You have a full professional proficiency in English and native in Italian - You're based in Paris or you're 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 an enthusiastic at heart: exhibit passion and excitement over work ### Why join us at Riot 💜 - Join a financially-healthy company: we're financially strong and highly capital-efficient. Fundraising fuels our momentum, enabling us to scale faster and unlock new growth opportunities. - Contribute to a fast-growing startup with a strong vision and high ambitions, backed by clear business goals. We've tripled our revenue over the past two years, and we plan to grow from €20M to €40M ARR in 2026. - Experience the energy of a collaborative team in our modern and cosy office located in heart of Paris: République / Canal Saint-Martin ### Recruitment process 🎙️ - First call with our HR team (30') - Fit interview and a fake call with our Country Manager, Andrea (1h) - Role play with our Head of Sales, Ines (1h) - Cultural fit interview with our VP Sales, Clément (30') - Meet Ben, our Founder! (30 min)