Sales Engineer

Summary

Join Finite State as a Sales Engineer and become an expert on our product, market, technology, and customers to drive business growth. Collaborate with Sales and Customer Success teams to plan, prepare, and execute deals, grow accounts, and renew customers. Perform tailored platform demonstrations, manage Proof of Value projects, and document prospect expectations. Drive high platform adoption, user satisfaction, and customer expansion by building strong relationships. Track and manage customer account health, document customer enhancements, and funnel product gaps to the product management team. Act as the voice of the customer, represent Finite State at conferences, and increase team leverage by building automations. This role requires 8+ years of B2B account management experience in product security, selling to DevOps, Product Security, or Application Security teams. Domestic and international travel is required (up to 25%).

Requirements

• 8+ Years experience in a B2B account management role in product security organization selling to DevOps, Product Security, or Application Security
• Ability to travel domestically and internationally to meet with customers (up to 25% travel)
• Knowledge of firmware, embedded software/systems, and/or IoT device software including familiarity with industry standard ISAs (MIPS/ARM/x86) and operating system (VxWorks/ThreadX/Linux) technologies
• Well-developed project / task management skills for coordination of client-facing and internal resources and activities
• Ability to thrive in a fast paced, changing environment at an early stage startup where you will enjoy a variety of daily tasks that will greatly impact the success of the organization
• Practical proficiency with generative-AI/LLM tools (e.g., ChatGPT, Claude, Cursor, GitHub Copilot, Vertex AI) including prompt design, retrieval-augmented generation, and safe-guarding sensitive data
• Team player mentality with a passion for listening and solving customer problems

Responsibilities

• Serve as an expert on Finite State’s product, market, technology, and customers in order to drive our business forward
• Closely collaborate with Sales and Customer Success teams to plan, prepare, and execute deals, grow accounts, and renew customers throughout the sales cycle
• Perform tailored platform demonstrations based on strong discovery questions, addressing the prospect’s unique challenges and business drivers
• Proactively manage Proof of Value projects that optimize value for both prospects and the company, by developing a deep understanding of prospect’s needs and requirements, and mapping those to Finite State’s feature sets
• Document and manage prospect expectations and respond to RFPs
• Drive high platform adoption, user satisfaction, awareness of new features, and customer expansion by building and maintaining strong working relationships with key customer representatives
• Track and manage customer account health from acquisition, onboarding, expansion opportunities, to renewal
• Document, manage, and prioritize customer enhancements, ticket requests
• Funnel product gaps and insights to Finite State’s product management team
• Act as the voice of the customer, advocating for customer pain points and security requirements
• Represent Finite State at conferences and trade shows
• Increase team leverage by building prompt libraries, low-code automations, and internal “AI playbooks” that shorten cycle time from discovery to value realization

Preferred Qualifications

• Experience in software risk identification and reduction methodologies
• Familiarity with security regulations and standards: EO 14028, IEC 62443, EU CRA, NIST 8259, FDA cybersecurity guidance, Connected Vehicle Rule
• Familiarity with administration or securely configuring Linux or real-time operating systems
• Familiarity with firmware, packing, compression, archive, manifest, file system, ELF, and bootloader formats
• Understanding of unsafe C/C++ coding techniques and vulnerabilities
• Familiarity with open source repositories, package managers, and CVEs
• Familiarity with cryptographic material as used in such systems

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