Regional Sales Director (EMEA)

• We are seeking an experienced and dynamic Regional Sales Director (RSD) to engage, expand, and execute as an IC on our sales operations across the EMEA region.
• Focus on software-defined product sectors and the industries most affected by modern device-security and compliance pressures, emphasizing hands-on engagement with manufacturers across areas like automotive, medical devices, industrial automation, energy, and telecom
• The ideal candidate will possess deep knowledge of the regional business landscape, a proven track record in enterprise software or B2B technology sales, and exceptional solution selling capabilities
• Prospect, qualify, and close new business opportunities across target verticals including medical devices, automotive, energy, and critical infrastructure
• Drive significant new logo acquisition and expansion within existing accounts across EMEA to reach your sales target quarterly
• Partner closely with Solutions Engineering and Product to deliver compelling demonstrations, Proofs of Value, and technical validation
• Manage complex consultative sales cycles from initial discovery through pricing, security reviews, and contract execution
• Cultivate and maintain strong relationships with C-level executives and decision-makers in target accounts across various EMEA territories
• Maintain strong post-sale relationships with your customer base, ensuring a deep understanding of their evolving needs
• Identify and pursue upsell and cross-sell opportunities, collaborating with Customer Success and Professional Services
• Support annual renewal processes by reinforcing value, navigating procurement, and forecasting risk
• Own and accurately manage a pipeline of new and existing opportunities in Salesforce
• Forecast revenue with discipline, providing regular updates on deal status and risk
• Track sales activities and KPIs using CRM and internal tools to ensure consistency and accountability
• Develop a deep understanding of Finite State’s platform capabilities, value propositions, and differentiation
• Stay current on software supply chain security trends, SBOM regulations (e.g., CRA, FDA, CE RED, PSTI, 21434, R155, ETC), and competitive landscape
• Serve as a trusted advisor to prospects and customers navigating AppSec, embedded/IoT, and compliance challenges
• Manage relationships with external channel partners, distributors, and system integrators essential for market penetration in specific EMEA countries (e.g., GCC, Nordics, DACH, France/Benelux)

Benefits

• Work-life synergy: We take time off and flexibility seriously. Our team is fully remote all across the US, enjoys unlimited PTO, and is entitled to 12 weeks of parental leave
• Mission driven team: We are a team of experts and dedicated professionals—but more than that, we are a diverse group of individuals who support one another in our work and in our mission
• Transparent culture: With bi-weekly business updates, an open-door policy with the executive team, a fireside chat series with our board and other stakeholders, we make sure that everyone on the team has access to what’s going on throughout the company
• Social & supportive environment: We work hard to ensure that Finite State is a fun, comfortable place to work no matter your background. Teams work together to ensure that everyone feels supported and has their needs met, and our vibrant social calendar gives us a myriad of opportunities to kick back and have a good time
• The Usuals: We offer equity for everyone. Medical, dental, vision covered, 401k, short and long-term disability, and life insurance