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Finite State is a Series B, fully distributed cybersecurity platform company focused on product security and supply chain risk management for connected devices and embedded systems across enterprises, healthcare, utilities, critical infrastructure, and government. The company analyzes firmware, source code, and supplier artifacts to provide vulnerability detection, compliance mapping, and threat modeling.
As a Business Development Representative, you will be on the front lines of go-to-market efforts, identifying and qualifying prospective customers and converting demand generation, ABM programs, events, and outbound campaigns into qualified pipeline. You will work closely with Account Executives to expand into strategic accounts, map buying teams, and create meaningful sales opportunities.
Key responsibilities include:
- Drive outbound prospecting via email, phone, video, and LinkedIn to engage target accounts
- Use AI-driven tools (Claude, Warmly) and data platforms (Clay) to craft personalized, compelling outreach
- Leverage intent data to prioritize accounts and align messaging with buying signals
- Execute social selling through thoughtful engagement 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 on account planning, buying team mapping, and coordinated engagement
- Follow up on and qualify leads from digital campaigns, events, webinars, content syndication, and partner programs
- Support ABM initiatives by identifying and personalizing outreach to buying team members within strategic accounts
- Conduct account research to build intelligence and uncover 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 via 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
Success is measured by meetings booked, qualified opportunities created, daily KPI targets, pipeline generated against target, target account engagement and buying-team penetration, and contribution to regional pipeline and revenue goals.
REQUIREMENTS:
- 1+ years of experience in a BDR, SDR, or similar pipeline-generation/sales-adjacent role
- Familiarity with Salesforce, Salesloft, HubSpot, Warmly, LinkedIn Sales Navigator, and AI assistants
- Excellent written and verbal communication skills with ability to personalize messaging that breaks through noise
- Highly organized and detail-oriented with excellent follow-through
- Analytical mindset with 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
- Self-starter who takes initiative and creates opportunities
- Grit and persistence to keep prospecting through rejection
- 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
- Excited to build a long-term career in cybersecurity and enterprise go-to-market
