Regional Sales Director

About Finite State

At Finite State we're on a mission to secure the connected world. Our platform empowers product security teams to detect vulnerabilities manage software supply chain risks and ensure compliance across complex device ecosystems. From IoT to critical infrastructure we provide unparalleled visibility into firmware and software components helping organizations protect their products and customers.

We operate with a “learn-it-all” mindset: constantly evolving asking better questions and improving how we work and what we deliver. This mindset underpins everything we do and is reflected in our values:

• Transparency – We share openly: what’s working what’s not and where we’re headed.

• Results – We focus on what moves the needle and deliver outcomes that drive impact.

• Accountability – We own it hold the bar high and act with urgency.

• Customer Dedication – We stay close to our customers anticipate their needs and act as true partners.

Bold Innovation – We push boundaries explore new ideas and take initiative to solve complex problems.

As a Regional Sales Manager you will:

• 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.

• The role will not require travel initially but will be expected to travel as necessary for prospect/customer visits and industry events when both the company and candidate feel comfortable to do so.

• Uphold our core values of transparency results accountability customer dedication and courage

• Champion our mission to protect our connected world

What we’re looking for:

• 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.

Why Finite State?

• Be a part of building the leading platform for connected device cybersecurity.

• Join a fast-moving team that values transparency innovation and impact.

• Work fully remotely with a high degree of autonomy and ownership.

• Comprehensive Benefits

• Investment: We offer learning stipends to support your professional development

• Equity: We offer equity so you can share in our growth and success

• Help solve some of the most pressing cybersecurity challenges facing connected device  manufacturers and the millions of people who depend on them