Team Lead Customer Success Mid-Market
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 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.
About the role
What you will do 🤝
1. Own retention & expansion targets
- Own NRR, GRR, churn and expansion targets for your team.
- Drive structured renewal governance and forecast accuracy.
- Build and manage a visible expansion pipeline with your team.
- Ensure proactive identification of upsell and cross-sell opportunities.
- Personally support strategic renewals and high-value expansion deals.
2. Lead a revenue-driven CS team
- Coach CSMs on commercial posture and value-selling.
- Run weekly renewal & expansion pipeline reviews.
- Instill accountability around revenue KPIs.
3. Structure a predictable growth motion
- Standardize expansion playbooks and renewal frameworks.
- Improve health scoring to anticipate churn and expansion signals.
- Ensure strong alignment with RevOps for forecasting and reporting.
Who you are 🪪
- Strong track record on renewals and expansion in B2B SaaS.
- Experience managing a revenue quota or NRR target.
- Ability to coach CSMs into revenue-generating profiles.
- Strong analytical mindset (pipeline, forecasting, KPIs).
- 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 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
- 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 three 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: Canal Saint Martin
Recruitment process 🎙️
- Screening interview with our TAM (30 min)
- Manager interview with our VP Success, Melanie (45 min)
- A case study with Melanie, VP Success and a CSM team member (1h)
- Meet Ben, our Founder! (30 min)
At RIOT, we believe that diversity drives innovation and inclusion fosters belonging. We are committed to building a team that reflects a wide range of perspectives, backgrounds, and experiences. We welcome candidates from all walks of life and are dedicated to creating an environment where everyone feels valued, respected, and empowered to thrive.
Please note that this is an on-site position with up to 2 days per month of remote work.
At RIOT, we believe that diversity drives innovation and inclusion fosters belonging. We are committed to building a team that reflects a wide range of perspectives, backgrounds, and experiences. We welcome candidates from all walks of life and are dedicated to creating an environment where everyone feels valued, respected, and empowered to thrive.
Please note that this is an on-site position with up to 2 days per month of remote work.