BDR

Summary

Finite State is a product security company that helps organizations secure connected devices, embedded systems, and software supply chains. The Business Development Representative will identify, engage, and qualify prospective customers while creating sales pipeline through outbound prospecting, inbound lead follow-up, account-based marketing, events, and coordinated work with Account Executives.

Responsibilities

• 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 Salesloft and HubSpot
• Stay current on our ICP, vertical trends (medical device, automotive, industrial), and evolving cybersecurity regulations
• Consistently meet or exceed pipeline creation and opportunity generation goals

Skills

• 1+ years of experience in a BDR, SDR, or similar pipeline-generation / sales-adjacent role
• Familiarity with tools such as Salesforce, Salesloft, HubSpot, Warmly, LinkedIn Sales Navigator, and AI assistants
• Excellent written and verbal communication skills, with the ability to personalize messaging that breaks through the noise
• Highly organized and detail-oriented, with excellent follow-through
• Analytical mindset with a 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
• A self-starter who takes initiative and creates opportunities rather than waiting for direction
• Grit- the persistence to keep prospecting through rejection and stay motivated call after call, email after email
• 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
• Able to adapt and work effectively in a fast paced environment
• Excited to build a long-term career in cybersecurity and enterprise go-to-market
• Passion for cybersecurity, startups, or emerging tech is a strong plus

Qualifications

Must Haves

• 1+ years of experience in a BDR, SDR, or similar pipeline-generation / sales-adjacent role
• Familiarity with tools such as Salesforce, Salesloft, HubSpot, Warmly, LinkedIn Sales Navigator, and AI assistants
• Excellent written and verbal communication skills, with the ability to personalize messaging that breaks through the noise
• Highly organized and detail-oriented, with excellent follow-through
• Analytical mindset with a 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
• A self-starter who takes initiative and creates opportunities rather than waiting for direction
• Grit- the persistence to keep prospecting through rejection and stay motivated call after call, email after email
• 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
• Able to adapt and work effectively in a fast paced environment
• Excited to build a long-term career in cybersecurity and enterprise go-to-market

Nice to Haves

• Passion for cybersecurity, startups, or emerging tech is a strong plus

Benefits

• Work fully remote with a high degree of autonomy and ownership
• Gain exposure to enterprise sales, ABM, field marketing, and executive engagement
• Clear career path into senior BDR, Account Executive, field marketing, demand gen, or broader GTM roles
• Comprehensive benefits, including a learning stipend for professional development and equity