--- title: 'Regional Sales Director (Northeast) at Finite State' canonical: 'https://feeny.ai/job/regional-sales-director-northeast-finite-state-united-states-cpkp0rr29ggp' type: 'job' last_seen: '2026-09-15' --- # Regional Sales Director (Northeast) at Finite State - **Company:** Finite State - **Location:** United States - **Work type:** remote - **Posted:** 2026-06-03 - **Last confirmed live:** 2026-09-15 - **Apply:** https://job-boards.greenhouse.io/finitestate/jobs/6013114004 ## 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. ## Overview 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 East 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. ## What you’ll do - 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. ## What we’re looking for - 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. ## Compensation & Benefits Our salary ranges are categorized into two tiers based on geographic location: Tier 1 (New York): $300,000 - $350,000 OTE Tier 2 (All Other Locations): $280,000 - $300,000 OTE The final base salary will be determined by experience, skill set, and specific location. In addition to base pay, this role is eligible for equity and benefits. ## 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 - [Head of PSC Engineering](https://feeny.ai/job/head-of-psc-engineering-finite-state-united-states-or-5e1gr6n2ehxd) — United States OR, Canada - [Staff Product Security Engineer - Offensive Testing](https://feeny.ai/job/staff-product-security-engineer-offensive-testing-finite-state-united-states-or-f2tn1ajgewnr) — United States OR, Canada - [BDR Leader , East](https://feeny.ai/job/bdr-leader-east-finite-state-united-states-tgtxynkhtybz) — United States - [Senior QA Engineer - AI/ML](https://feeny.ai/job/senior-qa-engineer-ai-ml-finite-state-singapore-60e18151jphz) — Singapore - [Director of Product Management](https://feeny.ai/job/director-of-product-management-finite-state-united-states-or-3t5bjh2bypa8) — United States OR, Canada - [Director, GTM Operations](https://feeny.ai/job/director-gtm-operations-finite-state-united-states-or-wy9kbtnze73t) — United States OR, Canada - [Regional Sales Director (West)](https://feeny.ai/job/regional-sales-director-west-finite-state-united-states-3xh8585q3pzv) — United States - [Lead Architect](https://feeny.ai/job/lead-architect-finite-state-singapore-90fhaycee39k) — Singapore - [MTS Manager](https://feeny.ai/job/mts-manager-finite-state-united-states-or-qmvzveb7wh20) — United States OR, Canada - [Senior Software Engineer AI/ML](https://feeny.ai/job/senior-software-engineer-ai-ml-finite-state-singapore-f238mwq0563r) — Singapore