Team Lead Business Development (TL BDR) France

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 $45m with top-notch investors (Y Combinator, 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 Team Lead BDR

Reporting to Grégoire, our Head of Growth, 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.

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).

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

Recruitment process

• Intro call - Talent Acquisition Manager or Hiring manager (30 min)
• Manager interview - Head of Growth (1h)
• Case study with Head of Growth & Head of Mid-Market (1h)
• Culture fit & founder interview : VP Sales (30min), CEO & cofounder (30min), Team Lead Sales (30min)
• Final chat with your future team (30 min)