Regional Sales Director, Finite State
EMEA
+ Equity
More information about location
All-in-one connected security platform
Be an early applicant
All-in-one connected security platform
21-100 employees
Be an early applicant
+ Equity
More information about location
21-100 employees
Company mission
To protect our connected world.
Role
Who you are
- 5+ years of experience selling B2B software solutions to both technical and business stakeholders — including Engineering, DevOps, Application Security, and Product Security teams
- Proven success in managing complex enterprise sales cycles and exceeding annual sales targets, with experience closing mid-to-large enterprise deals
- Strong understanding of IoT and embedded systems, with familiarity in software supply-chain concepts such as SBOMs, SCA, binary analysis, and related security frameworks
- Confident communicator able to engage CISOs, Product Security, AppSec, and engineering leaders in highly technical value-driven discussions
- Hands-on experience in fast-paced, early-stage or high-growth environments where collaboration and cross-functional alignment are essential
- Expertise in solution and value-based selling, leveraging MEDDPICC or similar methodologies to drive predictable, scalable results
- Self-starter who thrives in change, comfortable operating autonomously while contributing to a team-first culture
- Customer-centric mindset with genuine passion for solving complex cybersecurity and compliance challenges for connected-device manufacturers
- Fluency in English (written and verbal); proficiency in another major European language (e.g., German, French, Italian or Spanish) is highly desirable
- Based in Continental Europe; DACH, Benelux Preferred, open to Nordic or Southern Europe. Strong relationship network within operational vertical is top priority
- Finite State has a transparent, collaborative and supportive culture - we are looking for people who have a growth mindset, are curious and innovative, and drive results
- Our team is smart, but humble, hard working with lots of fun sprinkled in. Above all, our team is driven by our noble mission and we hold ourselves accountable to delivering to our customers every single day
What the job involves
- We are seeking an experienced and dynamic Regional Sales Director (RSD) to engage, expand, and execute as an IC on our sales operations across the EMEA region.
- Focus on software-defined product sectors and the industries most affected by modern device-security and compliance pressures, emphasizing hands-on engagement with manufacturers across areas like automotive, medical devices, industrial automation, energy, and telecom
- The ideal candidate will possess deep knowledge of the regional business landscape, a proven track record in enterprise software or B2B technology sales, and exceptional solution selling capabilities
- Prospect, qualify, and close new business opportunities across target verticals including medical devices, automotive, energy, and critical infrastructure
- Drive significant new logo acquisition and expansion within existing accounts across EMEA to reach your sales target quarterly
- Partner closely with Solutions Engineering and Product to deliver compelling demonstrations, Proofs of Value, and technical validation
- Manage complex consultative sales cycles from initial discovery through pricing, security reviews, and contract execution
- Cultivate and maintain strong relationships with C-level executives and decision-makers in target accounts across various EMEA territories
- Maintain strong post-sale relationships with your customer base, ensuring a deep understanding of their evolving needs
- Identify and pursue upsell and cross-sell opportunities, collaborating with Customer Success and Professional Services
- Support annual renewal processes by reinforcing value, navigating procurement, and forecasting risk
- Own and accurately manage a pipeline of new and existing opportunities in Salesforce
- Forecast revenue with discipline, providing regular updates on deal status and risk
- Track sales activities and KPIs using CRM and internal tools to ensure consistency and accountability
- Develop a deep understanding of Finite State’s platform capabilities, value propositions, and differentiation
- Stay current on software supply chain security trends, SBOM regulations (e.g., CRA, FDA, CE RED, PSTI, 21434, R155, ETC), and competitive landscape
- Serve as a trusted advisor to prospects and customers navigating AppSec, embedded/IoT, and compliance challenges
- Manage relationships with external channel partners, distributors, and system integrators essential for market penetration in specific EMEA countries (e.g., GCC, Nordics, DACH, France/Benelux)
Our take
Widespread adoption of technologies such as the Internet of Things and embedded systems are 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, specializing 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 five-fold 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 other startups in the competition. Finite State has already carved out a distinctive reputation, notably through its 2019 exposé highlighting numerous vulnerabilities in Huawei's networking products.
Despite the growing awareness among enterprises regarding the looming threat of firmware attacks, reports suggest that most companies are currently underinvesting in firmware security. However, as the threat landscape evolves, a shift in this trend is anticipated. Should this change materialize, Finite State's offerings position the company to capitalize on emerging opportunities in the realm of 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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