Sales Manager 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 Frst Capital) and is now protecting more than 2,000,000 employees in over 2,000 companies (including Sisal, Edison, Coop and LastMinute) 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 role This role comes at a key moment for Riot in Italy. We went from $0 to $1M ARR and closed some of the most recognized Italian brands. The market is responding fast, and now we need to scale. Reporting to [Andrea](https://www.linkedin.com/in/ogliengoandrea/), our Country Manager Italy, you will lead a team of 6 to 8 Mid-Market Account Executives. The mission is straightforward: **build a high performing team that consistently delivers, not accidentally, but predictably**. That means setting clear activity standards and strong fundamentals, by improving conversion rates at every stage, maintaining high-quality pipeline, ensuring forecast accuracy, and driving disciplined deal execution. You will act as a true player-coach and hands-on manager, coaching the team daily and helping them grow. ### What you will do 🤝 Your mission is to scale a high-impact sales team for the Italian market by setting a clear vision for performance, ownership, and growth. You will create the conditions for success by equipping your team with the right mindset, structure, and support to consistently deliver results. Beyond performance, you will also support the growth of each individual, helping team members strengthen their skills and progress in their careers. **1. Lead & grow a high-performing team** - Recruit, train, onboard and mentor a team of 6-8 Mid-Market AEs to world-class standards. - Run 1:1s, call coaching, and live shadow sessions to make every rep better every week. - 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 optimise automated outreach sequences with the Sales Ops team. - Ensure pipeline-to-revenue conversion consistency. **3. Craft and execute the strategy** - Define segmentation, messaging, and prioritization alongside Marketing & Sales. - Experiment with multi-channel motions (calls, email, video, LinkedIn, events). - Translate insights from data into tactical and strategic changes. **4. Build culture & leadership** - Create an environment where excellence, feedback, and enthusiasm coexist. - Lead with clarity and empathy: celebrate wins, own misses, coach through both. - Embody the Riot mindset: high standards, curiosity, data-driven, and ambition. ### Who you are 🪪 - 4+ years of experience in full sales cycle - Experience coaching or managing a small team of BDRs or AEs - Proven track record of hitting or exceeding target - 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. ### Recruitment process 🎙️ - First call with our Recruitment team (30 min) - Manager interview and a fake cold call with Andrea, our Country Manager (45min) - Role play with Inès, Head of Mid Market Sales (1h) - Demo listening and debrief exercise with Andrea (30min) - Cultural fit interview with Clément, VP of Sales (30min), or Benjamin, CEO and cofounder (30min) ### 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