Customer Success Manager (CSM) Expansion Mid-Market - Italy

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 leading investors (Y Combinator, Left Lane, Base10, Funders Club and First 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. As Customer Success Manager, you support our clients in getting the most value out of our products. We operate across 2 client segments: **Enterprise** and **Mid-Market.** - **Enterprise** covers companies with more than 5,000 employees and relies on a more consultative/personalized, relationship-driven approach with a dedicated portfolio. - **Mid-Market** covers companies with less than 5,000 employees and relies on a more personalized, relationship-driven approach with a dedicated portfolio. **What you will do** 🤝 **- Own the success of a portfolio of ~120 Mid-Market customers**, with a **balanced focus on retention and expansion**. **- Play a key role in launching and structuring the Italian Mid-Market segment**, in a context where processes and best practices are still being built. **- Drive retention at scale** by anticipating risks, preventing churn, and ensuring customers continuously extract value from our product and modules. **- Actively identify and drive expansion opportunities** (upsell and cross-sell) within your portfolio by deeply understanding customer needs and use cases. **- Advise customers on best product usage**, helping them unlock additional value as their needs evolve. **- Prepare and lead customer interactions** (onboarding calls, follow-ups, business check-ins), with a pragmatic and outcome-driven approach. **- Position yourself as a trusted cybersecurity partner**, combining product knowledge with a strong understanding of customer challenges. **- Work closely with internal teams** (Sales, Product, Marketing) to support expansion motions and improve the overall customer experience. **- Collect and share customer feedback and expansion signals**, contributing directly to product evolution and process improvements. **- Help define and improve processes, playbooks, and workflows** tailored to the Italian market, with a strong focus on scalability. **- Provide continuous feedback from the field**, contributing to the structuration of our go-to-market and Customer Success strategy in Italy. ### Who you are 🪪 **Who you are** - Native Italian speaker, you also speak English fluently - You are based in Paris or willing to relocate - Background in Customer Success or Account Management in tech - Experienced managing high-volume portfolios, measured on retention and expansion **What you bring** - Sharp communicator who adapts to any audience - Proven at identifying opportunities for mutual gains, comfortable in negotiation and closing - Autonomous and resourceful: you know how to find solutions and the information you need - Empathetic by nature: you read client behavior, take a step back, and anticipate needs **What drives you** - Passionate about product and the value it creates for customers - Excited to build and structure a new market, motivated by shaping processes from the ground up - Curious about cybersecurity and genuinely motivated by the mission ### 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 healthy-financial 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 three 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: Canal Saint Martin ### Recruitment process 🎙️ - Screening interview with our TAM (30 min) - Manager interview with Melanie, VP Success (45min) - Onsite case study with Mélanie, VP Customer Success and a CSM MM team member (1h) - Meet Ben, our Founder! (30 min)