Sales Manager Mid-Market Italy

This role comes at a key moment for Riot in Italy. We went from $0 to $1M ARR and closed some of the most recognized Italian brands. The market is responding fast, and now we need to scale.

Reporting to Andrea, our Country Manager Italy, you will lead a team of 6 to 8 Mid-Market Account Executives. The mission is straightforward: build a high performing team that consistently delivers, not accidentally, but predictably.

That means setting clear activity standards and strong fundamentals, by improving conversion rates at every stage, maintaining high-quality pipeline, ensuring forecast accuracy, and driving disciplined deal execution. You will act as a true player-coach and hands-on manager, coaching the team daily and helping them grow.

Your mission is to scale a high-impact sales team for the Italian market by setting a clear vision for performance, ownership, and growth. You will create the conditions for success by equipping your team with the right mindset, structure, and support to consistently deliver results. Beyond performance, you will also support the growth of each individual, helping team members strengthen their skills and progress in their careers.

- Recruit, train, onboard and mentor a team of 6-8 Mid-Market AEs to world-class standards.

- Run 1:1s, call coaching, and live shadow sessions to make every rep better every week.

- Create personalized development paths and career plans for each team member.

- Establish a metrics-driven culture: activity, conversion, meeting rate, pipeline quality.

- Continuously test and optimise automated outreach sequences with the Sales Ops team.

- Ensure pipeline-to-revenue conversion consistency.

- 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.

- Create an environment where excellence, feedback, and enthusiasm coexist.

- Lead with clarity and empathy: celebrate wins, own misses, coach through both.

- Embody the Riot mindset: high standards, curiosity, data-driven, and ambition.

- 4+ years of experience in full sales cycle

- Experience coaching or managing a small team of BDRs or AEs

- Proven track record of hitting or exceeding target

- 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 Italian

- You're based in Paris or you're willing to relocate