Business Development Representative, Finite State
More information about location
All-in-one connected security platform
Open for applications
All-in-one connected security platform
21-100 employees
Open for applications
More information about location
21-100 employees
Company mission
To protect our connected world.
Role
Who you are
- 1+ years of experience in a BDR, SDR, or similar pipeline-generation / sales-adjacent role
- Familiarity with tools such as Salesforce, Salesloft, HubSpot, Warmly, LinkedIn Sales Navigator, and AI assistants
- Excellent written and verbal communication skills, with the ability to personalize messaging that breaks through the noise
- Highly organized and detail-oriented, with excellent follow-through
- Analytical mindset with a desire to test, measure, and optimize outreach
- Ability to work independently and adapt in a fast-paced startup environment
- Collaborative team player who shares ideas, feedback, and wins
- Passion for cybersecurity, startups, or emerging tech is a strong plus
- A self-starter who takes initiative and creates opportunities rather than waiting for direction
- Grit- the persistence to keep prospecting through rejection and stay motivated call after call, email after email
- Curious, coachable, and eager to learn, with a "learn-it-all" mindset
- Proactive, resourceful, and resilient when facing challenges
- Motivated by hitting goals and contributing to team success
- Able to adapt and work effectively in a fast paced environment
- Excited to build a long-term career in cybersecurity and enterprise go-to-market
What the job involves
- As a Business Development Representative (BDR) at Finite State, you'll be on the front lines of our go-to-market efforts, identifying, engaging, and qualifying prospective customers, and turning demand generation, ABM programs, events, partner initiatives, and outbound campaigns into a qualified pipeline. You'll work hand-in-hand with Account Executives to expand into strategic accounts, map buying teams, and create meaningful sales opportunities, using AI tools, personalization strategies, intent data, and social-selling frameworks to generate high-quality discovery conversations with the right personas
- Drive outbound prospecting via email, phone, video, and social (especially LinkedIn) to engage target accounts
- Use AI-driven tools (e.g. Claude, Warmly) and data platforms (e.g. Clay) to work efficiently craft relevant, personalized, and compelling outreach
- Use intent data to prioritize accounts and align messaging with real-time buying signals
- Engage prospects through social selling: thoughtful commenting, content sharing, and value-first direct messaging
- Qualify inbound and outbound leads, understand pain points, and align needs with Finite State's value proposition
- Partner with Account Executives to build account plans, map buying teams, and execute coordinated engagement across target accounts
- Follow up on and qualify leads generated through digital campaigns, events, webinars, content syndication, and partner programs
- Support ABM initiatives by identifying buying team members and personalizing outreach within strategic accounts
- Conduct account research to build account intelligence and uncover new opportunities
- Support regional events, executive dinners, trade shows, webinars, and field marketing programs
- Collaborate cross-functionally with marketing on campaign messaging, assets, and personas
- Maintain accurate activity, opportunity, and account records in Salesforce; execute outreach using Salesloft and HubSpot
- Stay current on our ICP, vertical trends (medical device, automotive, industrial), and evolving cybersecurity regulations
- Consistently meet or exceed pipeline creation and opportunity generation goals
- Meetings booked and qualified opportunities created
- Daily KPI Targets
- Pipeline generated against given target
- Target account engagement and buying-team penetration within strategic accounts
- Contribution to regional pipeline and revenue goals
Our take
Widespread adoption of technologies such as the Internet of Things and embedded systems is on the rise. However, this surge in technological integration brings with it a growing concern over potential vulnerabilities within the supply chain. Addressing this issue head-on is Finite State, specialising in providing security solutions for infrastructure and connected devices, primarily by offering comprehensive and transparent insights into the supply chains and files associated with firmware production.
The spotlight on cyber threats has increasingly turned to firmware, with a staggering fivefold rise in firmware attacks in recent years. Finite State asserts that its approach to countering this escalating threat is unparalleled in the market, potentially giving the company a significant advantage over its competition. Finite State has already carved out a distinctive reputation, notably through its 2019 exposé highlighting numerous vulnerabilities in Huawei's networking products.
Despite growing awareness among enterprises of the looming threat of firmware attacks, reports suggest that most companies are underinvesting in firmware security. However, as the threat landscape evolves, a shift in this trend is anticipated. Should this change materialise, Finite State's offerings position the company to capitalise on emerging opportunities in firmware security.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
57% employee growth in 12 months
Company
Company benefits
- The Usuals: We offer equity for everyone. Medical, dental, vision covered, 401k, short and long-term disability, and life insurance
- Work-life synergy: We take time off and flexibility seriously. Our team is fully remote all across the US, enjoys unlimited PTO, and is entitled to 12 weeks of parental leave
- Mission driven team: We are a team of experts and dedicated professionals—but more than that, we are a diverse group of individuals who support one another in our work and in our mission
- Transparent culture: With bi-weekly business updates, an open-door policy with the executive team, a fireside chat series with our board and other stakeholders, we make sure that everyone on the team has access to what’s going on throughout the company
- Social & supportive environment: We work hard to ensure that Finite State is a fun, comfortable place to work no matter your background. Teams work together to ensure that everyone feels supported and has their needs met, and our vibrant social calendar gives us a myriad of opportunities to kick back and have a good time
Company HQ
Short North Arts District, Columbus, OH
Leadership
Matt Wyckhouse
(Founder & CEO)Studied Computer Science at Ohio State. Previously CTO of Cyber Innovations at Battelle, and then Product Manager at Redacted.
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