Regional Sales Director (West) - Finite State

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, particularly industries facing escalating firmware, SBOM, and product compliance pressure (e.g., automotive, medical devices, industrial automation, energy, and telecom/networking).

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.
• Lead enterprise discovery focused on firmware risk, SBOM evidence, supplier exposure, and regulatory readiness.
• Run complex consultative sales cycles from first meeting through POV, pricing, security reviews, and contract execution.
• Partner closely with Solutions Engineering to deliver sharp demos and technical validation.
• Build and maintain relationships with C-level and VP stakeholders (CISO, VP Product Security, Engineering leadership).
• Maintain strong post-sale executive relationships to identify expansion opportunities.
• Own Salesforce hygiene: pipeline quality, stage discipline, and accurate forecasting.
• Stay current on device security and compliance drivers (e.g., EU CRA, FDA cyber requirements, ISO 21434) and translate them into buyer urgency.

What we’re looking for

• 7+ years of quota-carrying B2B sales experience in enterprise software or technical platforms.
• Proven success closing mid-market to enterprise deals with multi-stakeholder buying committees.
• Demonstrated ability to sell to technical and executive audiences.
• Familiarity with connected device realities: embedded systems, firmware, SBOMs, SCA, and vulnerability management.
• Strong command of solution/value selling and a structured methodology (MEDDPICC or equivalent).
• Comfort operating in an early-stage/high-growth environment.
• West location required, with willingness to travel for strategic accounts and executive meetings.

Compensation

Our salary ranges are categorized into two tiers based on geographic location:

• Tier 1 (San Francisco, Los Angeles, Seattle): $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. This role is eligible for equity and benefits.