Own new logo acquisition and expansion across the East region, consistently hitting quarterly and annual targets.
Prospect, qualify, and close opportunities in priority verticals (medical devices, automotive, industrial/OT, energy/critical infrastructure, telecom/networking).
Lead enterprise discovery focused on firmware risk, SBOM evidence, supplier exposure, regulatory readiness, and long device lifecycles.
Run complex consultative sales cycles from first meeting through POV, pricing, security reviews, procurement, and contract execution.
Partner closely with Solutions Engineering to deliver sharp demos, POVs, and technical validation tied to buyer evidence requirements.
Build and maintain relationships with C-level and VP stakeholders (CISO, VP Product Security, Engineering leadership, Compliance/Regulatory, PSIRT leadership).
Maintain strong post-sale executive relationships to identify expansion opportunities, coordinate with CS/Services, and reinforce measurable value.
Support renewals by ensuring customer outcomes are visible, risks are forecasted early, and value is reinforced through the renewal cycle.
Own Salesforce hygiene: pipeline quality, stage discipline, close plans, MEDDPICC (or similar) rigor, and accurate forecasting.
Stay current on device security and compliance drivers (e.g., EU CRA, FDA cyber requirements/524B, CE RED, PSTI, ISO 21434 / UNECE R155, and emerging SBOM expectations), and translate them into concrete buyer urgency.

7+ years of quota-carrying B2B sales experience in enterprise software / technical platforms (security or adjacent technical domains preferred).
Proven success closing mid-market to enterprise deals with multi-stakeholder buying committees and long, complex sales cycles.
Demonstrated ability to sell to technical and executive audiences (Engineering, DevOps, Product Security, AppSec, CISO/CTO).
Familiarity with connected device realities: embedded systems / firmware, SBOMs, SCA, binary analysis, supplier SBOM intake/reconciliation, vulnerability management, and evidence-driven compliance.
Strong command of solution/value selling and a structured methodology (MEDDPICC or equivalent).
Comfort operating in an early-stage/high-growth environment: self-directed, hands-on, and collaborative with SE/Product/Marketing/CS.
Customer-first orientation with the ability to be direct, evidence-based, and credible with skeptical technical teams.
East location required, with willingness to travel for strategic accounts, POV workshops, and exec meetings.

Remote (Country) — East region

East location required, with willingness to travel for strategic accounts, POV workshops, and exec meetings.

Finite State is hiring a Regional Sales Director (Northeast)