Regional Sales Director (West)

<div class="content-intro"><p>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.&nbsp;</p> <p>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.</p></div><h3><strong>Overview</strong></h3> <p>Finite State is seeking an experienced, high-agency <strong>Regional Sales Director (RSD)</strong> to own pipeline creation and revenue execution as an <strong>individual contributor</strong> across the <strong>West region</strong>. This role is focused on manufacturers of connected devices especially industries facing escalating firmware, SBOM, and product compliance pressure (e.g., automotive, medical devices, industrial automation, energy, and telecom/networking).</p> <p>You’ll run complex, consultative sales cycles end-to-end partnering tightly with Solutions Engineering, Product, and Customer Success to land new logos, expand strategic accounts, and move early-stage opportunities to closed-won through disciplined deal strategy.</p> <h2><strong>What you’ll do</strong></h2> <ul> <li><strong>Own new logo acquisition and expansion</strong> across the West region, consistently hitting quarterly and annual targets.</li> <li><strong>Prospect, qualify, and close</strong> opportunities in priority verticals (medical devices, automotive, industrial/OT, energy/critical infrastructure, telecom/networking).</li> <li>Lead <strong>enterprise discovery</strong> focused on firmware risk, SBOM evidence, supplier exposure, regulatory readiness, and long device lifecycles.</li> <li>Run <strong>complex consultative sales cycles</strong> from first meeting through POV, pricing, security reviews, procurement, and contract execution.</li> <li>Partner closely with <strong>Solutions Engineering</strong> to deliver sharp demos, POVs, and technical validation tied to buyer evidence requirements.</li> <li>Build and maintain relationships with <strong>C-level and VP stakeholders</strong> (CISO, VP Product Security, Engineering leadership, Compliance/Regulatory, PSIRT leadership).</li> <li>Maintain strong post