Regional Sales Director (West)

• Finite State is seeking an experienced, high-agency Regional Sales Director (RSD) to own pipeline creation and revenue execution as an individual contributor across the West region
• This role is focused on manufacturers of connected devices especially industries facing escalating firmware, SBOM, and product compliance pressure (e.g. , automotive, medical devices, industrial automation, energy, and telecom/networking)
• You’ll run complex, consultative sales cycles end-to-end partnering tightly with Solutions Engineering, Product, and Customer Success to land new logos, expand strategic accounts, and move early-stage opportunities to closed-won through disciplined deal strategy
• Own new logo acquisition and expansion across the West 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

Benefits

• Work-life synergy: We take time off and flexibility seriously. Our team is fully remote all across the US, enjoys unlimited PTO, and is entitled to 12 weeks of parental leave
• Mission driven team: We are a team of experts and dedicated professionals—but more than that, we are a diverse group of individuals who support one another in our work and in our mission
• Transparent culture: With bi-weekly business updates, an open-door policy with the executive team, a fireside chat series with our board and other stakeholders, we make sure that everyone on the team has access to what’s going on throughout the company
• Social & supportive environment: We work hard to ensure that Finite State is a fun, comfortable place to work no matter your background. Teams work together to ensure that everyone feels supported and has their needs met, and our vibrant social calendar gives us a myriad of opportunities to kick back and have a good time
• The Usuals: We offer equity for everyone. Medical, dental, vision covered, 401k, short and long-term disability, and life insurance

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