Enterprise Account Executive
Paris
Sales /
Permanent /
On-site
About us
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.
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.
About the role
As an Enterprise Account Executive at Riot, you will be part of the Sales team and work directly with Hubert, Head of Sales Enterprise, and Jerome, Co-founder and VP Sales.
You will be responsible of generating $600k of ARR in the first 12 months (after your 6 months ramp-up time) by closing enterprise companies coming from outbound strategy (70%) and inbound strategy (30%).
More precisely your goals will be to :
- Generate $600k of new ARR by hunting and closing ~15 enterprise companies.
- Generate net new ARR with your customer base by upselling new offers or cross-selling within other subsidiaries / branches. We're aiming for 110% net revenue retention.
- Working with the CSM to ensure the renewal of strategic customers and an annual churn rate of under 3%.
- Help and give input into the structure of the Sales entreprise playbook (good practice, processes, routines).
- Develop an expertise and own a segment or use-case territory as we define patterns.
What are the perspectives of the job?
Within 6 months
- You will know perfectly our solutions.
- You will be fully ramped-up and have hunted your first accounts.
Within 1 year
- You will have taken part in building the outbound strategy of Riot.
- You will have hunted and won 15+ tier 1 accounts.
- You will start to develop an expertise in a specific industry or segment in order to own it.
And beyond …
If you achieve your targets you will grow and scale within the sales team and have a variety of opportunities for further growth!
About you
- You have a strong track record at hunting and closing in SaaS B2B startups with an ACV >$50k or in a professional service firm with client > $1M per year.
- You are a doer. That's core to Riot's culture. This means that you have a strong drive ready to navigate the enterprise segment and create a motion to succeed with these companies.
- You have excellent relational skills and a refined business sense to bond with buyers, leaders, and C-levels to raise awareness of their need to use Riot.
- You show strong business maturity that enables you to quickly understand our product, market as well as our buyers and their pains.
- You have the ability to take a step back on your daily activity to challenge it and to help build better outbound and selling strategies.
- You're a team-player at heart.
- You speak fluently French and English.
Why should you join Riot?
- The opportunity to join a very ambitious entrepreneurial journey at its beginning
- The occasion to take part of the booming growth of a stellar product
- The ability to build and impact the sales playbook. To have a great deal of ownership and develop your expertise
- The opportunity to build strong relationships with C-levels in enterprise companies
- The chance to be working with entrepreneurs like Ben and Jérome, who have already created other startups and are dedicated to making their team progress.
€90,000 - €100,000 a year
This range indicates the total package with around 60% base salary and 40% on commissions (uncapped). We also provide a competitive stock package.
We are an equal opportunity employer for all without any distinction of gender, ethnicity, religion, sexual orientation, social status, disability or age.
Please note that this is an on-site position with up to 2 days per month of remote work.
