BDR, EMEA

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.

Business Development Representative (BDR)

Location: Remote - Central European Time (CET) or GMT Time Zones Preferred

Department: Marketing

Reports To: BDR Manager

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 other companies wrote, and even though most of that code arrives already compiled, with no source attached, the manufacturer signs the conformity declaration and owns the liability for the software anyway. Meanwhile, customers and regulators want proof, not promises, that the product is secure and compliant, and it needs to exist before anyone asks - not get built under deadline after they do. With source-based tools unable to see the makeup inside of the previously built software received by the manufacturer, the industry faces a major dilemma. That’s the gap we exist to close. Finite State is an end-to-end product security company - across the product lifecycle, not every security category - built to close that gap: we analyze shipped binaries, source, and supplier artifacts to build a ground-truth inventory, confirm which vulnerabilities are actually reachable, and use AI-native workflows to draft and verify the threat models and requirements that address them, mapped to the regulations the product must meet.

The Specifics

Drive outbound prospecting via email, phone, video, and social (especially LinkedIn) to engage target accounts

Use AI-driven tools (e.g. Claude, Warmly) and data platforms (e.g. Clay) to work efficiently craft relevant, personalized, and compelling outreach

Use 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 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 account 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 our 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

Must be an expert in the English language, and also fluent in one or more of the following languages: German, French, Italian

Central European Time (CET) and GET time zones preferred.

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

Grit- the persistence to keep prospecting through rejection and stay motivated call after call, email after email

Curious, coachable, and eager to learn, with a "learn-it-all" mindset

Proactive, resourceful, and resilient when facing challenges

Motivated by hitting goals and contributing to team success

Able to adapt and work effectively in a fast paced environment

Excited to build a long-term career in cybersecurity and enterprise go-to-market

Why Finite State

Be part of building the leading platform for product security automationJoin a fast-moving, category-leading team that values transparency, innovation, and impact

Work fully remote with a high degree of autonomy and ownership

Gain exposure to enterprise sales, ABM, field marketing, and executive engagement

Clear career path into senior BDR, Account Executive, field marketing, demand gen, or broader GTM roles

Comprehensive benefits, including a learning stipend for professional development and equity

Help solve some of the most pressing cybersecurity challenges facing connected device manufacturers and the people who depend on them

Success Metrics

Meetings booked and qualified opportunities created

Daily KPI Targets

Pipeline generated against given target

Target account engagement and buying-team penetration within strategic accounts

Contribution to regional pipeline and revenue goals

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 an