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 - United States (East Americas 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…