{"id":2144179,"url":"https://alion.io/job/finitestate-bdr-emea","title":"BDR, EMEA","company":{"id":674179,"name":"Finite State","domain":"finitestate.com","url":"https://alion.io/company/finitestate","size_band":"51-200","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"B","score":75,"open_postings":4,"ghost_share":0,"stale_share":1,"repost_share":0,"time_to_fill_p50_days":null,"computed_at":"2026-10-13T05:45:00Z"}},"role":"HR","role_family":"HR","seniority":"junior","employment_type":null,"work_mode":"remote","remote_scope":"stated_regions","remote_scope_basis":"posting_text","remote_working_hours":{"label":"UTC+0 – UTC+1","utc_offset_min":0,"utc_offset_max":1},"hiring_geo_confidence":"explicit","locations":[],"countries":[],"hiring_countries":["DE","FR","AE","GB","AT","BE","BA","BG","HR","CY","CZ","DK","EG","FI","HU","IE","IL","IT","KE","NL","NG","NO","PL","RO","SA","RS","ZA","ES","SE","CH","TR","UA","AL","DZ","AD","AO","BH","BJ","BW","BF"],"hiring_countries_total":115,"salary":null,"salary_estimate":{"min_usd":40000,"max_usd":94000,"period":"year","method":"global_role_cell_scaled_by_country","sample_n":2233},"experience_years_min":1,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Claude","optional":false},{"name":"HubSpot","optional":false},{"name":"LinkedIn","optional":false},{"name":"Salesforce","optional":false}],"status":"live","first_seen_at":"2026-09-23T15:33:37Z","employer_posted_date":"2026-09-23","last_verified_at":"2026-10-13T12:17:04Z","board_verified":true,"closed_at":null,"days_open":19,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":19},"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. \nWe 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.\nBusiness Development Representative (BDR)\nLocation: Remote - Central European Time (CET) or GMT Time Zones Preferred \nDepartment: Marketing \nReports To: BDR Manager\nAbout the Role\nAs 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.\nThe Problem We Solve\nA 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. \nThe Specifics\nDrive outbound prospecting via email, phone, video, and social (especially LinkedIn) to engage target accounts\nUse AI-driven tools (e.g. Claude, Warmly) and data platforms (e.g. Clay) to work efficiently craft relevant, personalized, and compelling outreach\nUse intent data to prioritize accounts and align messaging with real-time buying signals\nEngage prospects through social selling: thoughtful commenting, content sharing, and value-first direct messaging\nQualify inbound and outbound leads, understand pain points, and align needs with Finite State's value proposition\nPartner with Account Executives to build account plans, map buying teams, and execute coordinated engagement across target accounts\nFollow up on and qualify leads generated through digital campaigns, events, webinars, content syndication, and partner programs\nSupport ABM initiatives by identifying buying team members and personalizing outreach within strategic accounts\nConduct account research to build account intelligence and uncover new opportunities\nSupport regional events, executive dinners, trade shows, webinars, and field marketing programs\nCollaborate cross-functionally with marketing on campaign messaging, assets, and personas\nMaintain accurate activity, opportunity, and account records in Salesforce; execute outreach using Salesloft and HubSpot\nStay current on our ICP, vertical trends (medical device, automotive, industrial), and evolving cybersecurity regulations\nConsistently meet or exceed pipeline creation and opportunity generation goals\nWhat We're Looking For\n1+ years of experience in a BDR, SDR, or similar pipeline-generation / sales-adjacent role\nMust be an expert in the English language, and also fluent in one or more of the following languages: German, French, Italian\nCentral European Time (CET) and GET time zones preferred.\nFamiliarity with tools such as Salesforce, Salesloft, HubSpot, Warmly, LinkedIn Sales Navigator, and AI assistants\nExcellent written and verbal communication skills, with the ability to personalize messaging that breaks through the noise\nHighly organized and detail-oriented, with excellent follow-through\nAnalytical mindset with a desire to test, measure, and optimize outreach\nAbility to work independently and adapt in a fast-paced startup environment\nCollaborative team player who shares ideas, feedback, and wins\nPassion for cybersecurity, startups, or emerging tech is a strong plus\nWho You Are\nA self-starter who takes initiative and creates opportunities rather than waiting for direction\nGrit- the persistence to keep prospecting through rejection and stay motivated call after call, email after email\nCurious, coachable, and eager to learn, with a \"learn-it-all\" mindset\nProactive, resourceful, and resilient when facing challenges\nMotivated by hitting goals and contributing to team success\nAble to adapt and work effectively in a fast paced environment\nExcited to build a long-term career in cybersecurity and enterprise go-to-market\nWhy Finite State\nBe part of building the leading platform for product security automationJoin a fast-moving, category-leading team that values transparency, innovation, and impact\nWork fully remote with a high degree of autonomy and ownership\nGain exposure to enterprise sales, ABM, field marketing, and executive engagement\nClear career path into senior BDR, Account Executive, field marketing, demand gen, or broader GTM roles\nComprehensive benefits, including a learning stipend for professional development and equity\nHelp solve some of the most pressing cybersecurity challenges facing connected device manufacturers and the people who depend on them\nSuccess Metrics\nMeetings booked and qualified opportunities created\nDaily KPI Targets\nPipeline generated against given target\nTarget account engagement and buying-team penetration within strategic accounts\nContribution to regional pipeline and revenue goals\nAbout Finite State\nAt 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.\nWe move with urgency and intent - we’re transparent, own outcomes, put customers first, speak up, and learn fast - turning evidence into action. CLARITY is how we move fast without breaking trust.\nC - Customer first - Learn from customers. Ship with urgency.\nL - Leverage - Outsource the routine. Own the result.\nA - Agency - We take responsibility-end to end.\nR - Results - Ship value. Improve fast.\nI - Integrity - Speak up. Experiment boldly. Be kind.\nT - Transparency - Clear context. Faster decisions.\n Y - \"Why\" - Our mission-securing the connected products humanity depends on-is the reason Finite State exists. CLARITY is how we make that mission real, every day, at speed\nBold Innovation - We push boundaries, explore new ideas, and take initiative to solve complex problems.\nThe 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\nWe 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. 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