Team Lead Business Development

We are 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 $30m with leading investors (Y Combinator, Left Lane, Base10, Funders Club and Frst Capital) and is now protecting more than 1 million employees in over 1,500 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 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. Your missions 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 - 4-6 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. - Fluent in English and French (any other EU language is a plus). 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 - 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 will 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 office in Le Marais, Paris. - Competitive package, equity, and clear growth path to AE, Head of BDR, or Sales Manager roles.  Recruitment process - Intro call - HR (30 min) - Leadership interview – Head of Sales (1h) - Case study – with RevOps Lead & VP Sales (1h) - Culture fit & founder interview : Team Lead AE (30min), CEO & cofounder (30min) - Final chat with your future team (30 min) We may use artificial intelligence (AI) tools to support parts of the hiring process, such as taking interview notes, reviewing interviews more efficiently, and facilitating recruitment operations. These tools assist our recruitment team but do not replace human judgment. Discussions are analyzed by humans, and all final hiring decisions are made by people. If you would like more information about how your data is processed, feel free to reach out to us.