Finite State - Regional Sales Director (West)
Requirements
• 7+ years of quota-carrying B2B sales experience in enterprise software / technical platforms (security or adjacent technical domains preferred). • 7+ years • Proven success closing mid-market to enterprise deals with multi-stakeholder buying committees and long, complex sales cycles. • mid-market to enterprise • Demonstrated ability to sell to technical and executive audiences (Engineering, DevOps, Product Security, AppSec, CISO/CTO). • technical and executive audiences • Familiarity with connected device realities: embedded systems / firmware, SBOMs, SCA, binary analysis, supplier SBOM intake/reconciliation, vulnerability management, and evidence-driven compliance. • embedded systems / firmware • Strong command of solution/value selling and a structured methodology (MEDDPICC or equivalent). • solution/value selling • Comfort operating in an early-stage/high-growth environment: self-directed, hands-on, and collaborative with SE/Product/Marketing/CS. • Customer-first orientation with the ability to be direct, evidence-based, and credible with skeptical technical teams. • West location required, with willingness to travel for strategic accounts, POV workshops, and exec meetings.
Responsibilities
• Own new logo acquisition and expansion across the West region, consistently hitting quarterly and annual targets. • Own new logo acquisition and expansion • Prospect, qualify, and close opportunities in priority verticals (medical devices, automotive, industrial/OT, energy/critical infrastructure, telecom/networking). • Prospect, qualify, and close • Lead enterprise discovery focused on firmware risk, SBOM evidence, supplier exposure, regulatory readiness, and long device lifecycles. • enterprise discovery • Run complex consultative sales cycles from first meeting through POV, pricing, security reviews, procurement, and contract execution. • complex consultative sales cycles • Partner closely with Solutions Engineering to deliver sharp demos, POVs, and technical validation tied to buyer evidence requirements. • Solutions Engineering • Build and maintain relationships with C-level and VP stakeholders (CISO, VP Product Security, Engineering leadership, Compliance/Regulatory, PSIRT leadership). • C-level and VP stakeholders • Maintain strong post-sale executive relationships to identify expansion opportunities, coordinate with CS/Services, and reinforce measurable value. • expansion opportunities • Support renewals by ensuring customer outcomes are visible, risks are forecasted early, and value is reinforced through the renewal cycle. • renewals • Own Salesforce hygiene: pipeline quality, stage discipline, close plans, MEDDPICC (or similar) rigor, and accurate forecasting. • Own Salesforce hygiene • Stay current on device security and compliance drivers (e.g., EU CRA, FDA cyber requirements/524B, CE RED, PSTI, ISO 21434 / UNECE R155, and emerging SBOM expectations), and translate them into concrete buyer urgency. • EU CRA, FDA cyber requirements/524B, CE RED, PSTI, ISO 21434 / UNECE R155
Benefits
• Our salary ranges are categorized into two tiers based on geographic location: • Tier 1 (San Francisco, Los Angeles, Seattle): $300,000 - $350,000 OTE • Tier 2 (All Other Locations): $280,000 - $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. • 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.
Apply in one click
Upload My Resume
Drop here or click to browse · Tap to choose · PDF, DOCX, DOC, RTF, TXT