Regional Sales Director, Finite State
+ Equity
More information about location
Product security for embedded systems
Be an early applicant
Product security for embedded systems
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 experience selling B2B applications to technical and business audiences including Engineering, DevOps, Application Security and Product Security
- Demonstrated understanding of IoT devices and/or embedded systems and familiarity with SBOMs, SCA, binary analysis, or related technical concepts
- Experience working in fast-paced, early-stage environments where cross-functional alignment is critical
- Confident in engaging CISO, Product Security, AppSec, and engineering stakeholders in complex technical conversations
- Proven track record of exceeding annual sales targets and managing mid-to-large enterprise deals (ACV $200K+)
- Strong grasp of solution selling, value-based sales, and MEDDPICC (or similar methodology)
- Ability to thrive in a fast paced, changing environment at an early stage company
- Team player mentality with a passion for solving customer problems
What the job involves
- Prospect, qualify, and close new business opportunities across target verticals including medical devices, automotive, energy, and critical infrastructure
- Creatively leverage events, email, phone and social media to generate leads
- Manage complex sales cycles from initial discovery through pricing, security reviews, and contract execution
- Partner closely with Solutions Engineering and Product to deliver compelling demonstrations, Proofs of Value, and technical validation
- 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, EO 14028), and competitive landscape
- Serve as a trusted advisor to prospects and customers navigating AppSec, embedded/IoT, and compliance challenges
- Present leadership solutions to help eliminate barriers to your success
- Uphold our core values of transparency, results, accountability, customer dedication, and courage
- Champion our mission to protect our connected world
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 competitive salary and 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
(CEO)Studied Computer Science at Ohio State. Was CTO of Cyber Innovations at Battelle, and then Product Manager at Redacted.
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