Role summary

Finite State is looking for a Lead Sales Engineer. In this role, you will be responsible for the overall health of high-profile accounts pre-sale. Responsibilities include supporting new sales efforts, demonstrating product features, managing customer outcomes, onboarding, adoption, and assisting with renewals. This role requires technical knowledge in the cybersecurity domain, customer-facing account management experience, project management skills, and solution-oriented problem-solving. As a Sales Engineer, you will advocate for our customers by collaborating with Sales, Product, and Engineering to align the resources required to make our customers successful.

You must be based in and authorized to work in the US.

Research shows that women and those in underrepresented groups tend to apply only if they meet 100% of the requirements in a job description. If you think you have what it takes, but don’t check off every box - please still get in touch! We’d love to learn more about your experience and what motivates you to see if you’d be a great fit.

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 Account Management 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
• Uphold our core values of transparency, results, accountability, customer dedication, and courage
• Champion our mission to protect our connected world

What we’re looking for:

• Experience in a B2B pre-sales 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
• 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
• Experience with product security regulations and standards such as EO 14028, IEC 62243, OWASP IoT, NIST IoT security guidance, IoTSF, etc.
• 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