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 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.
🎯 Your role as a Sales Manager Mid-Market UK
We are looking for a Country Launcher UK reporting directly to Clément, VP Sales & Partnerships, to open and scale the UK market: - Phase 1 (Months 1–3): close the first 10–20 Mid-Market logos in a full-cycle model to validate the local GTM. - Phase 2 (Months 4–6): recruit and onboard the first 3 AEs while building a UK-specific sales playbook. - Phase 3 (Months 6–12): scale to 6-10 AEs and reach $600K in ARR at the end of 2026.
This role combines hands-on sales execution with team leadership and offers a unique opportunity to build a market almost from scratch.
🔥 Your missions
1. Sales Execution
- Own the full sales cycle in the UK market, from prospecting to closing
- Target Mid-Market accounts (up to 5000 FTEs)
- Lead sales cycles with multiple stakeholders (CISO, IT, CEO etc.)
- Develop and execute a strong outbound strategy adapted to the UK market
- Build a high-quality pipeline and consistently exceed revenue targets
2. UK Mid-Market Launch & Strategy
- Act as a local market expert for the UK
- Adapt Riot’s sales messaging, value proposition and positioning to the UK ecosystem
- Provide feedback to the Product team on local market needs
- Contribute to pricing, ICP definition and go-to-market strategy for the UK
3. Team Leadership & Scale
- Hire, onboard and coach the first Account Executives in the UK
- Set sales standards, best practices and playbooks
- Support team members in deal strategy, discovery and closing
- Foster a high-performance and collaborative sales culture
4. Cross-functional Collaboration
- Work closely with Product and Customer Success
- Ensure smooth handovers between Sales and Customer Success
- Represent the UK market internally within Riot
🪪 Who you are
- 4-6 years in SaaS B2B sales (as BDR → AE → Team Lead ideally)
- Proven track record of hitting and exceeding targets
- Proven builder track record
- Team builder, experience in coaching or managing a small team of BDRs or AEs
- Data-driven and process obsessed
- Native or bilingual english with deep UK cultural fit
✨ How to stand out
- You have a builder mindset: you see a process and immediately think “how can this scale?”.
- You’re hands-on, competitive, empathetic, and obsessed with helping others grow.
- You know what great looks like, and you won’t settle for less.
💜 Why you will love Riot
- This is a crucial move for Riot and it will come with full support from HQ (CEO, VP Sales, RevOps, etc.). We already have $300k in ARR in the UK, which validates product market fit. Now the focus is on accelerating our GTM motion.
- 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. We are fast-growing, and have no patience for politics.
- You’ll be surrounded by people who love learning and raising the bar.
- You’ll help shape a movement that’s redefining how people think about cybersecurity.
- Modern & collaborative offices in Paris, a very central location : Canal Saint-Martin / République.
- Competitive package, equity and clear grow path to Head of UK & Nordics.
💬 Recruitment process
- Intro call with our Talent Acquisition Manager (30 min)
- Manager interview (1h)
- Role Play - Demo (1h)
- Case Management & Go to Market (1h)
- Culture fit & founder interview : CEO & cofounder (30min)