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Enterprise Account Executive

3 months, 4 weeks ago
Europe, Netherlands, Germany
Full-time
Senior
Account Executive
Sales and Business Development
CRM Cybersecurity Embedded Systems IoT Salesforce
Apply Now
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
View All Jobs 11

Description

  • Prospect, qualify, and close new business opportunities across target verticals such as 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 key decision-makers across EMEA territories.
  • Develop upsell and cross-sell opportunities in partnership with Customer Success and Professional Services.
  • Support renewal processes by reinforcing value, navigating procurement, and forecasting risk.
  • Own and manage the sales pipeline in Salesforce and track activities, KPIs, and revenue forecasts.
  • Stay current on software supply chain security trends, SBOM regulations, and the competitive landscape.
  • Manage relationships with channel partners, distributors, and system integrators in priority EMEA markets.

Requirements

  • 5+ years of experience selling B2B software solutions to both technical and business stakeholders.
  • Proven success managing complex enterprise sales cycles and closing mid-to-large enterprise deals.
  • Experience exceeding annual sales targets.
  • Strong understanding of IoT and embedded systems.
  • Familiarity with software supply-chain concepts such as SBOMs, SCA, binary analysis, and related security frameworks.
  • Ability to engage CISOs, Product Security, AppSec, and engineering leaders in technical value-driven discussions.
  • Experience in fast-paced, early-stage, or high-growth environments.
  • Expertise in solution and value-based selling, using MEDDPICC or a similar methodology.
  • Fluency in English; proficiency in another major European language such as German, French, Italian, or Spanish is highly desirable.
  • Based in Continental Europe, with DACH, Benelux, Nordic, or Southern Europe location preferred and a strong network in the target verticals.

Benefits

  • Fully remote work with a high degree of autonomy and ownership.
  • Equity eligibility so you can share in the company’s growth and success.
  • Learning stipends to support professional development.
  • Comprehensive benefits.
  • OTE salary range of $250,000-$300,000 for Tier 1 locations.
  • OTE salary range of €210,000-€250,000 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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