Regional Sales Director

Finite State partners with product security teams, the guardians of our connected world, to create transparency for their connected devices and supply chains. Our platform handles connected devices and embedded systems across all industries, including those found in enterprises, healthcare, utilities, connected vehicles, manufacturing facilities, critical infrastructure, and government entities. We are a fast-growing series-B company with a fully distributed workforce. Led by a team of seasoned experts, we are a mission-driven team passionate about arming our customers with the actionable insights, critical vulnerability data, and remediation guidance necessary to mitigate product risk and protect the connected attack surface. We are committed to a remote first culture. 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 Compensation Our salary ranges are categorized into two tiers based on geographic location: Tier 1 (San Francisco, New York, Seattle): $250,000 - $300,000 OTE Tier 2 (All Other Locations): $250,000 - $300,000 OTE The final base salary will be determined by experience, skill set, and specific location. In addition to base pay, this role is eligible for equity and benefits. 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 move with urgency and intent — we’re transparent, own outcomes, put customers first, speak up, and learn fast — turning evidence into action. CLARITY is how we move fast without breaking trust. C - Customer first - Learn from customers. Ship with urgency. L - Leverage - Outsource the routine. Own the result. A - Agency - We take responsibility—end to end. R - Results - Ship value. Improve fast. I - Integrity - Speak up. Experiment boldly. Be kind. T - Transparency - Clear context. Faster decisions. Y - "Why" - Our mission—securing the connected products humanity depends on—is the reason Finite State exists. CLARITY is how we make that mission real, every day, at speed Bold Innovation – We push boundaries, explore new ideas, and take initiative to solve complex problems. The Finite State platform brings visibility and control to the supply chains that create connected devices and embedded systems—all in a simple to use platform and at the scale manufacturers need to keep device production on time and on budget. After unpacking and analyzing every file, configuration, and setting in a firmware build, the platform generates a complete bill of materials for software components, identifies known and 0-day vulnerabilities, shows a contextual risk score, and provides actionable insights that product teams can use to secure their software We are proud to be an Equal Employer Opportunity employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. Finite State is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities.