Regional Sales Director, Finite State
Northeast
$280-350k
OTE
Salary dependent on location + 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
$280-350k
OTE
Salary dependent on location + Equity
More information about location
21-100 employees
Company mission
To protect our connected world.
Role
Who you are
- 7+ years of quota-carrying B2B sales experience in enterprise software / technical platforms (security or adjacent technical domains preferred)
- Proven success closing mid-market to enterprise deals with multi-stakeholder buying committees and long, complex sales cycles
- Demonstrated ability to sell to technical and executive audiences (Engineering, DevOps, Product Security, AppSec, CISO/CTO)
- Familiarity with connected device realities: embedded systems / firmware, SBOMs, SCA, binary analysis, supplier SBOM intake/reconciliation, vulnerability management, and evidence-driven compliance
- Strong command of solution/value selling and a structured methodology (MEDDPICC or equivalent)
- Comfort operating in an early-stage/high-growth environment: self-directed, hands-on, and collaborative with SE/Product/Marketing/CS
- Customer-first orientation with the ability to be direct, evidence-based, and credible with skeptical technical teams
- East location required, with willingness to travel for strategic accounts, POV workshops, and exec meetings
What the job involves
- Finite State is seeking an experienced, high-agency Regional Sales Director (RSD) to own pipeline creation and revenue execution as an individual contributor across the East region
- This role is focused on manufacturers of connected devices especially industries facing escalating firmware, SBOM, and product compliance pressure (e.g. , automotive, medical devices, industrial automation, energy, and telecom/networking)
- You’ll run complex, consultative sales cycles end-to-end partnering tightly with Solutions Engineering, Product, and Customer Success to land new logos, expand strategic accounts, and move early-stage opportunities to closed-won through disciplined deal strategy
- Own new logo acquisition and expansion across the East region, consistently hitting quarterly and annual targets
- Prospect, qualify, and close opportunities in priority verticals (medical devices, automotive, industrial/OT, energy/critical infrastructure, telecom/networking)
- Lead enterprise discovery focused on firmware risk, SBOM evidence, supplier exposure, regulatory readiness, and long device lifecycles
- Run complex consultative sales cycles from first meeting through POV, pricing, security reviews, procurement, and contract execution
- Partner closely with Solutions Engineering to deliver sharp demos, POVs, and technical validation tied to buyer evidence requirements
- Build and maintain relationships with C-level and VP stakeholders (CISO, VP Product Security, Engineering leadership, Compliance/Regulatory, PSIRT leadership)
- Maintain strong post-sale executive relationships to identify expansion opportunities, coordinate with CS/Services, and reinforce measurable value
- Support renewals by ensuring customer outcomes are visible, risks are forecasted early, and value is reinforced through the renewal cycle
- Own Salesforce hygiene: pipeline quality, stage discipline, close plans, MEDDPICC (or similar) rigor, and accurate forecasting
- Stay current on device security and compliance drivers (e.g., EU CRA, FDA cyber requirements/524B, CE RED, PSTI, ISO 21434 / UNECE R155, and emerging SBOM expectations), and translate them into concrete buyer urgency
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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