Job description

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. Business Development Representative (BDR) Location: Remote - United States (East Americas time zones preferred) Department: Marketing Reports To: BDR Manager About the Role As a Business Development Representative (BDR) at Finite State, you'll be on the front lines of our go-to-market efforts, identifying, engaging, and qualifying prospective customers, and turning demand generation, ABM programs, events, partner initiatives, and outbound campaigns into a qualified pipeline. You'll work hand-in-hand with Account Executives to expand into strategic accounts, map buying teams, and create meaningful sales opportunities, using AI tools, personalization strategies, intent data, and social-selling frameworks to generate high-quality discovery conversations with the right personas. The Problem We Solve A connected product is built mostly from software other companies wrote, and even though most of that code arrives already compiled, with no source attached, the manufacturer signs the conformity declaration and owns the liability for the software anyway. Meanwhile, customers and regulators want proof, not promises, that the product is secure and compliant, and it needs to exist before anyone asks - not get built under deadline after they do. With source-based tools unable to see the makeup inside of the previously built software received by the manufacturer, the industry faces a major dilemma. That’s the gap we exist to close. Finite State is an end-to-end product security company - across the product lifecycle, not every security category - built to close that gap: we analyze shipped binaries, source, and supplier artifacts to build a ground-truth inventory, confirm which vulnerabilities are actually reachable, and use AI-native workflows to draft and verify the threat models and requirements that address them, mapped to the regulations the product must meet. The Specifics Drive outbound prospecting via email, phone, video, and social (especially LinkedIn) to engage target accounts Use AI-driven tools (e.g. Claude, Warmly) and data platforms (e.g. Clay) to work efficiently craft relevant, personalized, and compelling outreach Use intent data to prioritize accounts and align messaging with real-time buying signals Engage prospects through social selling: thoughtful commenting, content sharing, and value-first direct messaging Qualify inbound and outbound leads, understand pain points, and align needs with Finite State's value proposition Partner with Account Executives to build account plans, map buying teams, and execute coordinated engagement across target accounts Follow up on and qualify leads generated through digital campaigns, events, webinars, content syndication, and partner programs Support ABM initiatives by identifying buying team members and personalizing outreach within strategic accounts Conduct account research to build account intelligence and uncover new opportunities Support regional events, executive dinners, trade shows, webinars, and field marketing programs Collaborate cross-functionally with marketing on campaign messaging, assets, and personas Maintain accurate activity, opportunity, and account records in Salesforce; execute outreach using Salesloft and HubSpot Stay current on our ICP, vertical trends (medical device, automotive, industrial), and evolving cybersecurity regulations Consistently meet or exceed pipeline creation and opportunity generation goals What We're Looking For 1+ years of experience in a BDR, SDR, or similar pipeline-generation / sales-adjacent role 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 messaging that breaks through the noise Highly organized and detail-oriented, with excellent follow-through Analytical mindset with a desire to test, measure, and optimize outreach Ability to work independently and adapt in a fast-paced startup environment Collaborative team player who shares ideas, feedback, and wins Passion for cybersecurity, startups, or emerging tech is a strong plus Who You Are A self-starter who takes initiative and creates opportunities rather than waiting for direction Grit- the persistence to keep prospecting through rejection and stay motivated call after call, email after email Curious, coachable, and eager to learn, with a "learn-it-all" mindset Proactive, resourceful, and resilient when facing challenges Motivated by hitting goals and contributing to team success Able to adapt and work effectively in a fast paced environment Excited to build a long-term career in cybersecurity and enterprise go-to-market Why Finite State Be part of building the leading platform for product security automationJoin a fast-moving, category-leading team that values transparency, innovation, and impact Work fully remote with a high degree of autonomy and ownership Gain exposure to enterprise sales, ABM, field marketing, and executive engagement Clear career path into senior BDR, Account Executive, field marketing, demand gen, or broader GTM roles Comprehensive benefits, including a learning stipend for professional development and equity Help solve some of the most pressing cybersecurity challenges facing connected device manufacturers and the people who depend on them Success Metrics Meetings booked and qualified opportunities created Daily KPI Targets Pipeline generated against given target Target account engagement and buying-team penetration within strategic accounts Contribution to regional pipeline and revenue goals About Finite State 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.

Requirements

Must-haves

Department: Marketing
Reports To: BDR Manager
The Problem We Solve
The Specifics
Drive outbound prospecting via email, phone, video, and social (especially LinkedIn) to engage target accounts
Use AI-driven tools (e.g. Claude, Warmly) and data platforms (e.g. Clay) to work efficiently craft relevant, personalized, and compelling outreach
Use intent data to prioritize accounts and align messaging with real-time buying signals
Engage prospects through social selling: thoughtful commenting, content sharing, and value-first direct messaging
Qualify inbound and outbound leads, understand pain points, and align needs with Finite State's value proposition
Partner with Account Executives to build account plans, map buying teams, and execute coordinated engagement across target accounts
Follow up on and qualify leads generated through digital campaigns, events, webinars, content syndication, and partner programs
Support ABM initiatives by identifying buying team members and personalizing outreach within strategic accounts
Conduct account research to build account intelligence and uncover new opportunities
Support regional events, executive dinners, trade shows, webinars, and field marketing programs
Collaborate cross-functionally with marketing on campaign messaging, assets, and personas
Maintain accurate activity, opportunity, and account records in Salesforce; execute outreach using Salesloft and HubSpot
Stay current on our ICP, vertical trends (medical device, automotive, industrial), and evolving cybersecurity regulations
Consistently meet or exceed pipeline creation and opportunity generation goals
1+ years of experience in a BDR, SDR, or similar pipeline-generation / sales-adjacent role
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 messaging that breaks through the noise
Highly organized and detail-oriented, with excellent follow-through
Analytical mindset with a desire to test, measure, and optimize outreach

Nice-to-haves

Location: Remote - United States (East Americas time zones preferred)

Application prep

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Keywords to mirror

goai

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Professional Development