Enterprise Account Executive, UK

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 $15m with top-notch investors (Y Combinator, Base10, Funders Club and Frst Capital), and is now protecting more than 500,000 employees in over 1,000 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. You will join the sales team, as an Account Executive you will be responsible for managing the entire sales funnel, from pipe generation to closing deals. As one of our first **Account Executives for UK**, you'll play a key role in launching our go-to-market in your 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 🤝 - **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 MEDDPPICC 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. ### Who you are 🪪 - 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. ### 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 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. Fundraising fuels our momentum, enabling us to scale faster and unlock new growth opportunities - 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 heart of Paris: Le Marais ### Recruitment process 🎙️ - First call with our HR Team (30 min) - Fit interview our Head of Sales Enterprise (45 min) - Onsite interview - Business case (45 min) - Cultural fit interview with VP Sales (30 min)