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Finite State is a Series B, fully distributed cybersecurity company that helps product security teams gain transparency into connected devices and supply chains. The platform analyzes firmware, source code, and supplier artifacts to identify vulnerabilities, manage software supply chain risks, and ensure compliance across complex device ecosystems serving enterprises, healthcare, utilities, connected vehicles, manufacturing, critical infrastructure, and government.
As a Business Development Representative (BDR) for EMEA, you will be on the front lines of go-to-market efforts, identifying, engaging, and qualifying prospective customers. You will turn demand generation, ABM programs, events, partner initiatives, and outbound campaigns into qualified pipeline. Working hand-in-hand with Account Executives, you will expand into strategic accounts, map buying teams, and create meaningful sales opportunities using AI tools, personalization strategies, intent data, and social-selling frameworks.
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
- Engage prospects through social selling: thoughtful commenting, content sharing, value-first messaging
- Qualify inbound and outbound leads, understand pain points, align needs with Finite State's value proposition
- Partner with Account Executives on account plans, buying team mapping, and coordinated engagement
- Follow up on and qualify leads from digital campaigns, events, webinars, content syndication, partner programs
- Support ABM initiatives by identifying buying team members and personalizing outreach
- Conduct account research to build intelligence and uncover opportunities
- Support regional events, executive dinners, trade shows, webinars, field marketing programs
- Collaborate cross-functionally with marketing on messaging, assets, 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
Finite State values transparency, innovation, and impact. The company operates with a remote-first culture, offering clear career paths into senior BDR, Account Executive, field marketing, demand generation, or broader GTM roles. You will gain exposure to enterprise sales, ABM, field marketing, and executive engagement while helping solve critical cybersecurity challenges facing connected device manufacturers.
REQUIREMENTS:
- 1+ years of experience in a BDR, SDR, or similar pipeline-generation/sales-adjacent role
- Expert-level English proficiency; fluency in one or more of: German, French, Italian
- Preference for Central European Time (CET) or GMT time zones
- Familiarity with Salesforce, Salesloft, HubSpot, Warmly, LinkedIn Sales Navigator, and AI assistants
- Excellent written and verbal communication skills with ability to personalize messaging
- Highly organized, detail-oriented, with excellent follow-through
- Analytical mindset with desire to test, measure, and optimize outreach
- Ability to work independently and adapt in 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 handle rejection and stay motivated
- Curious, coachable, eager to learn with "learn-it-all" mindset
- Proactive, resourceful, resilient when facing challenges
- Motivated by hitting goals and contributing to team success
