--- title: 'BDR at Finite State' canonical: 'https://feeny.ai/job/bdr-finite-state-united-states-dw0sv6aeyrfm' type: 'job' last_seen: '2026-10-20' --- # BDR at Finite State - **Company:** Finite State - **Location:** United States - **Work type:** remote - **Posted:** 2026-09-23 - **Last confirmed live:** 2026-10-20 - **Apply:** https://job-boards.greenhouse.io/finitestate/jobs/6206509004 ## 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. ## About Finite State ## Company Overview - **One-liner**: Finite State provides an AI-native platform that automates product security across the full lifecycle for connected devices, enabling manufacturers to design, verify, and prove compliance with regulations like the EU Cyber Resilience Act. - **Entity Type**: Private (Series B) - **Headquarters**: Columbus, Ohio, United States - **Founded**: 2017 - **Founders**: Not publicly disclosed ## Core Business - **Primary industry**: Computer and Network Security / Product Cybersecurity (focusing on IoT, medical devices, automotive, and OT/ICS) - **Target customers**: B2B — Device OEMs and manufacturers in automotive, medical device, and industrial sectors; also serves enterprise and government clients - **Mission or purpose statement**: To empower device OEMs to ship securely while enabling engineering teams to move at the speed of AI, transforming product artifacts into audit-ready assurance through a single automated workflow. ## Products & Services - **[Finite State Platform]**: A SaaS platform that leverages deep binary analysis and AI-native execution to unify code, compiled components, and firmware in minutes. It automates threat modeling, generates SBOMs (Software Bills of Materials), VEX documents, and signed compliance packages. The platform connects security design with deployed software and is designed to help manufacturers meet regulations like the EU Cyber Resilience Act (CRA). - **[Managed Services]**: A managed service offering to help medical device manufacturers and others achieve EU CRA compliance, providing industry-leading security services to navigate evolving regulations and enhance product security posture. - **[Binary Analysis Engine]**: A core technology for reachability-based triage of vulnerabilities in binaries and firmware, enabling deep visibility into shipped code. ## Market Standing - **Valuation/Market Cap**: Not disclosed (Private company) - **Key Metric**: **Annual Revenue** of ~$8.7M (USD) | **Total Funding** of $69.5M across 4 rounds - **Notable Investors/Partners**: - Energy Impact Partners (Lead investor in Series A and Series B) - Drive Capital (Lead investor in Seed Round) - Zetta Venture Partners (Seed Round) - National Grid Partners (NGP) - Energize Capital (Lead investor in Series B) - **Growth Signals**: - Headcount grew **+24.2% YoY** (15 people added), now employing 61 people. - Acquired **MergeBase** in June 2024 to expand capabilities. - Expanding globally with offices in Canada, UK, Argentina, Singapore, and Israel. - Recent job postings (Senior Software Engineer AI/ML, Regional Sales Director) indicate continued investment. ## Competitive Advantages - **AI-Native, Full Lifecycle Automation**: Differentiates by automating the entire security lifecycle (design → verify → prove) rather than just scanning or vulnerability management. - **Deep Binary Analysis**: Proprietary reachability-based triage that goes beyond typical SCA (Software Composition Analysis) to understand which vulnerabilities are actually exploitable in a shipped device. - **Regulatory Compliance Focus**: Specifically built to help manufacturers navigate complex, emerging regulations like the EU Cyber Resilience Act (CRA) and FDA requirements for medical devices, a key pain point for OEMs. - **Continuous Compliance Output**: Automatically generates audit-ready artifacts (SBOMs, VEX, compliance packages) tied to every release, reducing friction between security and engineering teams. ## Strategic Focus - **Expanding into Automotive & Medical Devices**: The platform and managed services are heavily tailored for these regulated, high-stakes industries. - **Scaling AI & Automation**: Continued investment in AI/ML capabilities (as seen in current hiring for Senior Software Engineer AI/ML). - **Post-Acquisition Integration**: Absorbing MergeBase’s technology and talent to broaden its software supply chain security offerings. - **Global Market Penetration**: Growing presence in key markets (Canada, UK, Singapore, Israel) to support multinational OEMs. ## Why Work Here - **Culture**: Described as a "leading provider" in product cybersecurity with a focus on mission-driven work — securing critical infrastructure and medical devices. LinkedIn reviews rate compensation highly (4.3/5) but suggest work-life balance is a challenge (2.8/5). - **Engineering & Tech Stack**: A modern stack including **Python, Django, Kubernetes, PostgreSQL, Redis, GraphQL, React, Docker, and Node.js**. The team works on advanced AI/ML for binary analysis and threat modeling. - **Remote/Hybrid Policy**: Not explicitly stated, but offices are located in Columbus, OH (HQ), with a distributed team across the US, Canada, UK, Argentina, Singapore, and Israel, suggesting a flexible or hybrid model is likely. - **Notable Perks**: Working on a cutting-edge platform at the intersection of cybersecurity and AI; involvement in high-impact regulatory compliance work; opportunity to shape product security for connected devices globally. ## Sources 1. [finitestate.io](https://finitestate.io/) 2. [finitestate.io/careers](https://finitestate.io/careers) 3. [finitestate.io/about](https://finitestate.io/about) 4. [linkedin.com/company/finitestate](https://www.linkedin.com/company/finitestate) 5. [finitestate.io/platform](https://finitestate.io/platform) ## Other roles at Finite State - [Senior Engineer - Penetration Testing](https://feeny.ai/job/senior-engineer-penetration-testing-finite-state-united-states-or-ej7w6r74jr2p) — United States OR, Canada - [Senior Engineer - Penetration Testing](https://feeny.ai/job/senior-engineer-penetration-testing-finite-state-united-states-or-18sx7cf1a6t4) — United States OR, Canada - [Senior Engineer - Penetration Testing](https://feeny.ai/job/senior-engineer-penetration-testing-finite-state-united-states-or-ye4m4jcdygvr) — United States OR, Canada - [Head of Product](https://feeny.ai/job/head-of-product-finite-state-united-states-rjcnyxvrnwka) — United States - [Senior QA Engineer - AI/ML](https://feeny.ai/job/senior-qa-engineer-ai-ml-finite-state-singapore-60e18151jphz) — Singapore - [Regional Sales Director (Northeast)](https://feeny.ai/job/regional-sales-director-northeast-finite-state-united-states-cpkp0rr29ggp) — United States - [Regional Sales Director (West)](https://feeny.ai/job/regional-sales-director-west-finite-state-united-states-3xh8585q3pzv) — United States - [Staff Product Manager](https://feeny.ai/job/staff-product-manager-finite-state-united-states-or-ybrbnggh8v38) — United States OR, Canada - [BDR](https://feeny.ai/job/bdr-lob-united-states-r3c9bqa4xybt) — United States - [BDR](https://feeny.ai/job/bdr-hawk-london-gwnyt9q726tz) — London, United Kingdom