πWorldwide
Regional Sales Director

Finite State
πRemote - United States
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Summary
Join Finite State, a fast-growing series-B company with a fully distributed workforce, as a Regional Sales Manager. You will prospect, qualify, and close new business opportunities across target verticals, manage complex sales cycles, and maintain strong post-sale relationships. The role involves leveraging various sales techniques, partnering with other teams, identifying upsell/cross-sell opportunities, and managing sales pipelines and forecasts in Salesforce. You will need to develop a deep understanding of Finite State's platform and stay current on industry trends. Initially remote, travel may be required later. Uphold our core values and champion our mission to protect the connected world.
Requirements
- 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
Responsibilities
- 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 Stateβs 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
Benefits
- Investment: We offer learning stipends to support your professional development
- Equity: We offer equity so you can share in our growth and success
- Work fully remotely with a high degree of autonomy and ownership
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