Regional Sales Director (West)

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 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. What you’ll do 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. 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. West location required , with willingness to travel for strateg