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.
Role Summary:
The GTM Solutions Engineer will play a critical role in supporting both pre-sales and post-sales technical engagements. Acting as the primary technical resource for strategic customers, this individual will bridge the gap between sales, product, and customer success to ensure exceptional experiences and outcomes. Reporting directly to the CRO, the GTM Solutions Engineer will demo products, run Proof of Value (PoV) programs, and serve as the voice of the customer for product management and engineering teams. With a strong background in cybersecurity—preferably product security and software supply chain security—the ideal candidate combines technical expertise, customer advocacy, and a solutions-oriented mindset to drive customer success and expansion.
Responsibilities:
- Pre-Sales Support: Collaborate with the sales team to deliver impactful product demonstrations, technical presentations, and solution scoping to address customer challenges and objectives.
- Proof of Value (PoV) Execution: Own and execute PoV programs, ensuring customers understand and realize the value of our solutions through hands-on technical success.
- Technical Post-Sales Support: Act as the main technical point of contact for strategic customers, providing support, troubleshooting, and guidance to maximize product adoption and satisfaction.
- Customer Advocacy: Serve as the voice of the customer, relaying feedback and requirements to product management and engineering teams to influence roadmap priorities and innovation.
- Technical Solution Development: Assist customers with configuring, deploying, and optimizing solutions within their environment. Coding or scripting skills to customize or extend functionality are a strong plus.
- Expansion Sales Support: Partner with account teams to identify and drive opportunities for upselling and expansion through technical expertise and consultative engagement.
- Cybersecurity Expertise: Leverage deep knowledge of cybersecurity—with a focus on product security, SCA (Software Composition Analysis), and software supply chain security—to position solutions effectively.
- Collaboration with Cross-Functional Teams: Work closely with sales, customer success, product management, and engineering to align technical capabilities with customer needs.
- Enablement and Training: Develop technical enablement content, including solution briefs and best practices, and provide training for internal teams and customers.
- Technical Leadership: Drive technical excellence and process improvements within the GTM organization, providing mentorship and support to peers and junior team members.
Requirements:
- Experience: 5+ years in a Sales Engineer, Solution Consultant, or similar technical customer-facing role; experience in cybersecurity (product security, software supply chain security, or SCA) required.
- Technical Skills: Hands-on experience with security tools, software development lifecycle (SDLC), and software composition analysis. Coding or scripting skills (Python, Java, etc.) are a significant advantage.
- Customer-Focused Mindset: Proven ability to engage customers, understand their technical needs, and deliver tailored solutions to drive success.
- Communication Skills: Excellent verbal and written communication skills, with the ability to explain complex technical concepts to both technical and non-technical stakeholders.
- PoV & Demo Expertise: Demonstrated experience executing Proof of Value programs and delivering engaging product demonstrations.
- Problem-Solving: Strong troubleshooting and critical-thinking abilities to solve complex technical challenges.
- Cross-Functional Collaboration: Ability to work effectively across sales, customer success, product, and engineering teams to ensure alignment and success.
- Cybersecurity Knowledge: Deep understanding of cybersecurity principles, particularly as they relate to software supply chain risks and vulnerabilities.
- Travel: Willingness to travel as needed for customer meetings, demos, and technical engagements.
- Education: Bachelor’s degree in computer science, engineering, cybersecurity, or a related technical field preferred.
Built on two decades of cybersecurity experience, our team of experts understands the hidden risks in today’s enterprise networks, where IoT vulnerabilities are quickly becoming the entry point of choice for cyber attacks.
We have a sense of duty to protect the critical infrastructure we rely on including medical devices, power grids and telecommunication networks. We were founded in 2017 in Columbus, Ohio.
Finite State has a transparent, collaborative and supportive culture - we are looking for people who have a growth mindset, are curious and innovative, and drive results. Our team is smart, but humble, hard working with lots of fun sprinkled in. Above all, our team is driven by our noble mission and we hold ourselves accountable to delivering to our customers every single day.
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.
Top Skills
What We Do
Finite State is the pioneer of IoT device intelligence.
