Business Development Representative (BDR) - Finite State

About Finite State

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 actionable insights, critical vulnerability data, and remediation guidance necessary to mitigate product risk and protect the connected attack surface.

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 written by third parties. Even though most code arrives pre-compiled without source code attached, the manufacturer remains liable for product security and compliance. Customers and regulators demand proof before purchase or deployment. Finite State bridges this gap by analyzing binaries, source code, and supplier artifacts to construct ground-truth inventories, confirm reachable vulnerabilities, and utilize AI-native workflows to draft and verify threat models.

Responsibilities

• Drive outbound prospecting via email, phone, video, and social (especially LinkedIn) to engage target accounts.
• Utilize AI-driven tools (e.g., Claude, Warmly) and data platforms (e.g., Clay) to craft relevant, personalized outreach.
• Leverage 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 customer 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 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 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.
• Persistent and resilient through rejection to stay motivated call after call.
• Curious, coachable, and eager to learn with a "learn-it-all" mindset.
• Motivated by hitting goals and contributing to overall team success.
• Excited to build a long-term career in cybersecurity and enterprise go-to-market.

Why Join Finite State?

• Join a fast-moving, category-leading team focused on product security automation.
• Work fully remote with a high degree of autonomy and ownership.
• Gain exposure to enterprise sales, ABM, field marketing, and executive engagement.
• Clear career growth path into senior BDR, Account Executive, field marketing, demand gen, or broader GTM roles.
• Comprehensive benefits, including a professional development learning stipend and equity.