Team Lead Business Development

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 First 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.

You will join the Growth team, organized around two core missions: building pipeline and scaling our core revenue processes. The team drives pipeline growth through paid acquisition, outbound programs, and BDR execution. In parallel, it owns the CRM and GTM operating model, ensuring clean data, efficient processes, and disciplined planning and forecasting.

As Team Lead BDR, you won't just manage a team: you will build the growth engine that powers Riot’s next ARR milestones. Your team will be the first touchpoint for hundreds of global organizations, shaping how they discover and experience Riot.

You'll operate at the intersection of sales, marketing, and leadership. You are a player-coach who combines data, creativity, and ambition to turn pipeline into predictable growth.

What you will do

1. Lead & grow a high-performing team

• Recruit, train, and mentor a team of 6 BDRs to world-class standards.
• Run 1:1s, call coaching, and live shadow sessions to make every rep better every week.
• Build personalized development paths and career plans for each team member.

2. Drive performance through systems

• Build a metrics-driven culture: activity, conversion, meeting rate, pipeline quality.
• Continuously test, optimize, and automate outreach sequences with Growth Ops.
• Partner with Sales to 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 fun coexist.
• Lead with clarity and empathy: celebrate wins, own misses, coach through both.
• Embody the Riot mindset: curious, data-driven, fast, ambitious, kind.

Who you are

• 4+ years in SaaS B2B sales, as BDR (-> AE) -> Team Lead ideally.
• Proven track record of hitting and exceeding targets.
• Experience coaching or managing a small team of BDRs or AEs.
• Data-driven decision maker, able to blend process and creativity.
• Obsessed with impact: you care more about outcomes than vanity metrics.
• 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 French
• 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.

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
• Package OTE between 90K and 105K€ uncapped with a 50/50 split.

Recruitment process

• Screening interview with our TAM (30')
• Hiring Mana