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.
As a Business Development Representative (BDR) at Finite State, you will be on the front lines of our go-to-market efforts, playing a vital role in driving new business by identifying, engaging, and qualifying prospective customers. This role is ideal for someone who is organized, persistent, and excited to use modern tools and tactics to connect with cybersecurity leaders and innovators.
This is not a traditional BDR role. You will be empowered with AI tools, personalization strategies, intent data, and social selling frameworks to help you craft targeted outreach and generate high-quality discovery conversations with the right personas.
What You’ll Do:
- Drive outbound prospecting using a combination of email, phone, video, social media (especially LinkedIn), and personalized messaging to connect with target accounts
- Leverage AI-driven tools (e.g. ChatGPT, Warmly) and data platforms (e.g. ZoomInfo, Bombora) to craft relevant, compelling outreach
- Use intent data to prioritize accounts and align messaging with real-time buying signals
- Engage prospects through social selling, including thoughtful commenting, content sharing, and direct messaging with value-first engagement
- Qualify inbound leads and progress them through the top of the funnel by understanding pain points, aligning needs with our value proposition, and setting up meetings for the Account Executive team
- Collaborate cross-functionally with marketing to provide feedback on campaign messaging, assets, and personas
- Maintain accurate activity and opportunity records in Salesforce, and execute outreach using Salesloft and HubSpot
- Stay sharp on our ideal customer profile (ICP), vertical trends (e.g. medical device, automotive, industrial), and evolving cybersecurity regulations
- Serve as a consultative first point of contact who is thoughtful, informed, and genuinely interested in solving customer problems
What We’re Looking For:
We are looking for a driven, intellectually curious, and tech-savvy individual ready to break into cybersecurity sales with cutting-edge tools and a modern go-to-market playbook.
Ideal candidates will have:
- 1 to 3 years of experience in a BDR, SDR, or sales-adjacent role
- Experience or interest in cybersecurity, especially software supply chain and product security
- Familiarity with tools such as Salesforce, Salesloft, HubSpot, Warmly, LinkedIn Sales Navigator, and AI assistants
- Excellent written and verbal communication skills with the ability to personalize messages that break through the noise
- A strong understanding of multi-touch, multi-channel outreach strategies and how to craft messaging that resonates with both technical and business personas
- The ability to work independently and adapt in a fast-paced startup environment
- An analytical mindset with a desire to test, measure, and optimize outreach
- A collaborative team player who shares ideas, feedback, and wins
- Passion for cybersecurity, startups, or emerging tech is a strong plus
- 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
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.
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