Sales Enablement Lead & GTM Onboarding

Riot is scaling, and the sales team with it: new reps every quarter, new countries, multiple motions. What held together when the floor was small doesn't survive that kind of growth.

The way we sell has to be written down, new joiners have to ramp on a real programme instead of by osmosis, and every market has to sell to the same standard rather than reinventing it locally.

That's this job. You own how the sales floor actually works day to day: the method, the ramp, the assets and tools reps have in hand, and the weekly routines that keep it all running. You build it, you take it into each market, and you make sure it's used.

What you'll do

• Own the sales method: Write down how Riot sells: qualification, discovery, pitch, objection handling, and then get reps to actually sell that way. You sit with reps, listen to live calls, spot where qualification slips or the pitch falls apart, and you fix it with them.
• Ramp new reps: Build and run the onboarding program: cohort sessions, scored role-plays, and certifications.
• Own the sales stack. Decide which tools the team works with, how they are set up, who's trained. Test new tools on real deals, keep what earns its place, cut what doesn't.
• Build the assets and tools reps are missing. Find where deals stall because a rep didn't have the right asset or tool, prototype with AI writing the code and ship it to the floor. You track whether reps actually use it and keep iterating until it sticks.
• Launch new markets on the ground. Adapt the pitch and the assets, work out who we're up against locally, and set up the first routines (pipeline reviews, coaching, weekly targets).
• Run the coaching routines. Weekly call reviews, deal clinics, role-plays, and sales challenges that push the activity we need. You set the cadence, score them and show what they changed.

Requirements

• You've lived day-to-day with a sales floor. Embedded with reps, not supporting them from a distance.
• Working with AI doesn't put you off. You want to make it the engine. You need to see where it changes a rep's day, the curiosity to build it, and the appetite to deliver alone in Claude Code, with no engineer behind you.
• You know the sales stack (CRM, sequencer, call recorder, Sales Navigator) well enough to see what's broken in it.
• You think in process and systems, and you'd rather make something repeatable than do it well once.
• You've rolled out processes across several countries.
• You can hold a room: train, challenge and win over a group of salespeople.
• You get things adopted without formal authority.
• You write short, for people who sell. Fluent French & English.

Benefits

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

Compensation structure

• €60-65k package, including individual bonus
• Company Bonus
• ESOP

Recruitment process

• Screening interview with our TAM, Louis(30')
• Hiring Manager interview with our Head of Growth, Grégoire (45')
• Business case with Grégoire (1h)
• Cultural fit interview with our VP of Sales, Clément (30')
• Founder interview (30')

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.