Finite State

Finite State

Finite State is a top provider of product cybersecurity solutions for connected devices, offering SBOM solutions and risk analysis to reduce supply chain risk.

Internet Software & Services
51-250
Founded 2017
$50M raised

Description

  • Prospect, qualify, and close new business opportunities across target verticals including medical devices, automotive, energy, and critical infrastructure.
  • Drive new logo acquisition and expansion within existing accounts across EMEA to meet quarterly sales targets.
  • Partner with Solutions Engineering and Product to deliver demonstrations, proofs of value, and technical validation.
  • Manage complex consultative sales cycles from discovery through pricing, security reviews, and contract execution.
  • Build and maintain relationships with C-level executives and decision-makers across target EMEA accounts.
  • Identify upsell and cross-sell opportunities and collaborate with Customer Success and Professional Services.
  • Support annual renewals by reinforcing value, navigating procurement, and forecasting risk.
  • Own and manage the opportunity pipeline in Salesforce and track sales activities and KPIs in CRM tools.
  • Forecast revenue and provide regular updates on deal status and risk.
  • Develop deep product knowledge and stay current on software supply chain security trends, SBOM regulations, and the competitive landscape.
  • Serve as a trusted advisor to prospects and customers on AppSec, embedded/IoT, and compliance challenges.
  • Manage relationships with channel partners, distributors, and system integrators in key EMEA markets.

Requirements

  • 5+ years of experience selling B2B software solutions to technical and business stakeholders, including Engineering, DevOps, Application Security, and Product Security teams.
  • Proven success managing complex enterprise sales cycles and exceeding annual sales targets.
  • Experience closing mid-to-large enterprise deals.
  • Strong understanding of IoT and embedded systems.
  • Familiarity with software supply-chain concepts such as SBOMs, SCA, binary analysis, and related security frameworks.
  • Confident communicator able to engage CISOs, Product Security, AppSec, and engineering leaders in technical discussions.
  • Hands-on experience in fast-paced, early-stage or high-growth environments.
  • Expertise in solution and value-based selling using MEDDPICC or similar methodologies.
  • Self-starter comfortable operating autonomously while contributing to a team-first culture.
  • Customer-centric mindset with passion for solving cybersecurity and compliance challenges for connected-device manufacturers.
  • Fluency in English, written and verbal.
  • Proficiency in another major European language such as German, French, Italian, or Spanish is highly desirable.
  • Based in Continental Europe; DACH and Benelux preferred, with openness to Nordic or Southern Europe.
  • Strong relationship network within the relevant operational vertical is a top priority.

Benefits

  • Fully remote work with a high degree of autonomy and ownership.
  • Comprehensive benefits package.
  • Learning stipends to support professional development.
  • Equity so employees can share in the company’s growth and success.
  • $250,000 - $300,000 OTE for Tier 1 locations (San Francisco, New York, Seattle).
  • €210,000 - €250,000 OTE for Tier 2 locations, including DACH.
  • Opportunity to help solve major cybersecurity challenges for connected device manufacturers.

Interested in this position?

Apply directly on the company website

Apply Now

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