Enterprise Account Executive

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 100,000 employees in over 500 companies (including Intercom, Deel and Deezer) all over the world.

You will be joining the sales team. Your goal is to reach the company ARR target. 

As an account executive enterprise 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 ramp-up time) by closing enterprise companies coming from outbound strategy (70%) and inbound strategy for tier 1 companies (30%)

More precisely your goals will be to :

1.  Generate $600k of new ARR by hunting and closing  ~15 enterprise companies

2.  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

3.  Work with the CSM to ensure the renewal of strategic customers and an annual churn rate of under 3%.

4.  Help and give input into the structure of the Sales entreprise playbook (good practice, processes, routines)5.  Develop an expertise and own a segment or use-case territory as we define patterns. 

• Strong track record at hunting and closing in SaaS B2B startups with an ACV >$50k or in a professional servicefirm 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 andtheir 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.

• Call with Rémi (30min  
• Call with Hubert - VP Enterprise - 30min
• Office itw with Hubert - 1h
• Call demo - 30 min
• Office itw with Ben (CEO) - 30min