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.
- 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.
- 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.