Finite State partners with product security teams, the guardians of our connected world, to create transparency for their connected devices and supply chains. Our platform handles connected devices and embedded systems across all industries, including those found in enterprises, healthcare, utilities, connected vehicles, manufacturing facilities, critical infrastructure, and government entities.
We are a fast-growing series-B company with a fully distributed workforce. Led by a team of seasoned experts, we are a mission-driven team passionate about arming our customers with the actionable insights, critical vulnerability data, and remediation guidance necessary to mitigate product risk and protect the connected attack surface. We are committed to a remote first culture.
We are seeking an experienced and dynamic Regional Sales Director (RSD) to engage, expand, and execute as an IC on our sales operations across the EMEA region.Focus on software-defined product sectors and the industries most affected by modern device-security and compliance pressures, emphasizing hands-on engagement with manufacturers across areas like automotive, medical devices, industrial automation, energy, and telecom.The ideal candidate will possess deep knowledge of the regional business landscape, a proven track record in enterprise software or B2B technology sales, and exceptional solution selling capabilities.
As a Regional Sales Manager, you will:- Prospect, qualify, and close new business opportunities across target verticals including medical devices, automotive, energy, and critical infrastructure.
- Drive significant new logo acquisition and expansion within existing accounts across EMEA to reach your sales target quarterly.
- Partner closely with Solutions Engineering and Product to deliver compelling demonstrations, Proofs of Value, and technical validation.
- Manage complex consultative sales cycles from initial discovery through pricing, security reviews, and contract execution.
- Cultivate and maintain strong relationships with C-level executives and decision-makers in target accounts across various EMEA territories.
- 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 State’s platform capabilities, value propositions, and differentiation.
- Stay current on software supply chain security trends, SBOM regulations (e.g., CRA, FDA, CE RED, PSTI, 21434, R155, ETC), and competitive landscape.
- Serve as a trusted advisor to prospects and customers navigating AppSec, embedded/IoT, and compliance challenges.
- Manage relationships with external channel partners, distributors, and system integrators essential for market penetration in specific EMEA countries (e.g., GCC, Nordics, DACH, France/Benelux).
- 5+ years of experience selling B2B software solutions to both technical and business stakeholders — including Engineering, DevOps, Application Security, and Product Security teams.
- Proven success in managing complex enterprise sales cycles and exceeding annual sales targets, with experience closing mid-to-large enterprise deals.
- Strong understanding of IoT and embedded systems, with familiarity in 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 highly technical value-driven discussions.
- Hands-on experience in fast-paced, early-stage or high-growth environments where collaboration and cross-functional alignment are essential.
- Expertise in solution and value-based selling, leveraging MEDDPICC or similar methodologies to drive predictable, scalable results.
- Self-starter who thrives in change, comfortable operating autonomously while contributing to a team-first culture.
- Customer-centric mindset with genuine passion for solving complex cybersecurity and compliance challenges for connected-device manufacturers.
- Fluency in English (written and verbal); proficiency in another major European language (e.g., German, French, Italian or Spanish) is highly desirable.
- Based in Continental Europe; DACH, Benelux Preferred, open to Nordic or Southern Europe. Strong relationship network within operational vertical is top priority.
- Be a part of building the leading platform for connected device cybersecurity.
- Join a fast-moving team that values transparency, innovation, and impact.
- Work fully remotely with a high degree of autonomy and ownership.
- Comprehensive Benefits
- Investment: We offer learning stipends to support your professional development
- Equity: We offer equity so you can share in our growth and success
- Help solve some of the most pressing cybersecurity challenges facing connected device manufacturers and the millions of people who depend on them
- Tier 1 (San Francisco, New York, Seattle): $250,000 - $300,000 OTE
- Tier 2 (All Other Locations - DACH included): €210,000 - € 250,000 OTE
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.
Skills Required
- 5+ years selling B2B software to technical and business stakeholders (Engineering, DevOps, AppSec, Product Security)
- Proven success managing complex enterprise sales cycles and exceeding annual targets, closing mid-to-large deals
- Strong understanding of IoT and embedded systems and software supply-chain concepts (SBOMs, SCA, binary analysis)
- Experience engaging CISOs, Product Security, AppSec, and engineering leaders in technical value-driven discussions
- Hands-on experience in fast-paced, early-stage or high-growth environments and cross-functional collaboration
- Expertise in solution and value-based selling using MEDDPICC or similar methodologies
- Self-starter able to operate autonomously and contribute to a team-first culture
- Customer-centric mindset with focus on cybersecurity and compliance challenges for device manufacturers
- Fluency in English (written and verbal)
- Proficiency in another major European language (German, French, Italian, or Spanish)
- Based in Continental Europe (DACH, Benelux preferred)
- Ability to manage pipeline and forecast in Salesforce (CRM)
What We Do
Finite State is the pioneer of IoT device intelligence.
