Job description
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.
About Finite State
At Finite State, we’re on a mission to secure the connected world. Our platform empowers product security teams to detect vulnerabilities, manage software supply chain risks, and ensure compliance across complex device ecosystems. From IoT to critical infrastructure, we provide unparalleled visibility into firmware and software components, helping organizations protect their products and customers.
We operate with a “learn-it-all” mindset: constantly evolving, asking better questions, and improving how we work and what we deliver. This mindset underpins everything we do and is reflected in our values:
- Transparency – We share openly: what’s working, what’s not, and where we’re headed.
- Results – We focus on what moves the needle and deliver outcomes that drive impact.
- Accountability – We own it, hold the bar high, and act with urgency.
- Customer Dedication – We stay close to our customers, anticipate their needs, and act as true partners.
Bold Innovation – We push boundaries, explore new ideas, and take initiative to solve complex problems.
As a Sales Engineer, you will:
- Serve as an expert on Finite State’s product, market, technology, and customers in order to drive our business forward
- Closely collaborate with Sales and Customer Success teams to plan, prepare, and execute deals, grow accounts, and renew customers throughout the sales cycle
- Perform tailored platform demonstrations based on strong discovery questions, addressing the prospect’s unique challenges and business drivers
- Proactively manage Proof of Value projects that optimize value for both prospects and the company, by developing a deep understanding of prospect’s needs and requirements, and mapping those to Finite State’s feature sets
- Document and manage prospect expectations and respond to RFPs
- Drive high platform adoption, user satisfaction, awareness of new features, and customer expansion by building and maintaining strong working relationships with key customer representatives
- Track and manage customer account health from acquisition, onboarding, expansion opportunities, to renewal
- Document, manage, and prioritize customer enhancements, ticket requests
- Funnel product gaps and insights to Finite State’s product management team
- Act as the voice of the customer, advocating for customer pain points and security requirements
- Represent Finite State at conferences and trade shows
- Increase team leverage by building prompt libraries, low-code automations, and internal “AI playbooks” that shorten cycle time from discovery to value realization.
What we’re looking for:
- 8+ Years experience in a B2B account management role in product security organization selling to DevOps, Product Security, or Application Security
- Ability to travel domestically and internationally to meet with customers (up to 25% travel)
- Knowledge of firmware, embedded software/systems, and/or IoT device software including familiarity with industry standard ISAs (MIPS/ARM/x86) and operating system (VxWorks/ThreadX/Linux) technologies
- Well-developed project / task management skills for coordination of client-facing and internal resources and activities
- Ability to thrive in a fast paced, changing environment at an early stage startup where you will enjoy a variety of daily tasks that will greatly impact the success of the organization
- Practical proficiency with generative-AI/LLM tools (e.g., ChatGPT, Claude, Cursor, GitHub Copilot, Vertex AI) including prompt design, retrieval-augmented generation, and safe-guarding sensitive data.
- Team player mentality with a passion for listening and solving customer problems
It’s a plus if you also have:
- Experience in software risk identification and reduction methodologies
- Familiarity with security regulations and standards: EO 14028, IEC 62443, EU CRA, NIST 8259, FDA cybersecurity guidance, Connected Vehicle Rule.
- Familiarity with administration or securely configuring Linux or real-time operating systems
- Familiarity with firmware, packing, compression, archive, manifest, file system, ELF, and bootloader formats
- Understanding of unsafe C/C++ coding techniques and vulnerabilities
- Familiarity with open source repositories, package managers, and CVEs
- Familiarity with cryptographic material as used in such systems
Success path
- In 30 days, you will: become familiar with our customers’ needs, our team, and the solutions we deliver
- In 60 days, you will: collaborate with team members and contribute to the success of key accounts
- In 90 days, you will: be responsible for the overall success of critical accounts
Why Finite State?
- Be a part of building the leading platform for connected device cybersecurity.
- Join a fast-moving team that values transparency, innovation, and impact.
- Work fully remotely with a high degree of autonomy and ownership.
- Comprehensive Benefits
- Investment: We offer learning stipends to support your professional development
- Equity: We offer equity so you can share in our growth and success
About Us
Built on two decades of cybersecurity experience, our team of experts understands the hidden risks in today’s enterprise networks, where IoT vulnerabilities are quickly becoming the entry point of choice for cyber attacks.
We have a sense of duty to protect the critical infrastructure we rely on including medical devices, power grids and telecommunication networks. We were founded in 2017 in Columbus, Ohio.
Finite State has a transparent, collaborative and supportive culture - we are looking for people who have a growth mindset, are curious and innovative, and drive results. Our team is smart, but humble, hard working with lots of fun sprinkled in. Above all, our team is driven by our noble mission and we hold ourselves accountable to delivering to our customers every single day.
The Finite State platform brings visibility and control to the supply chains that create connected devices and embedded systems—all in a simple to use platform and at the scale manufacturers need to keep device production on time and on budget. After unpacking and analyzing every file, configuration, and setting in a firmware build, the platform generates a complete bill of materials for software components, identifies known and 0-day vulnerabilities, shows a contextual risk score, and provides actionable insights that product teams can use to secure their software
We are proud to be an Equal Employer Opportunity employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. Finite State is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities.
