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.
• 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.