Regional Sales Director (West)

Drive Capital; United States; On-site; USD 280,000 - 350,000; Full time

Benefits offered by this job

Equity

Comprehensive benefits

Remote-first culture

Job summary

Drive Capital is seeking a highly skilled Regional Sales Director to lead pipeline creation and revenue execution in the West region. This role involves working with manufacturers of connected devices in dynamic industries facing compliance challenges.

The ideal candidate will have extensive sales experience, a track record of closing complex deals, and relationships with executive stakeholders. Competitive compensation includes a base salary between $280,000 and $350,000 OTE, depending on location and experience.

Qualifications

• 7+ years of quota-carrying B2B sales experience in enterprise software/technical platforms.
• Proven success closing deals with multi-stakeholder buying committees.
• Strong command of solution/value selling and structured methodology.

Responsibilities

• Own new logo acquisition and expansion across the West region.
• Prospect, qualify, and close opportunities in priority verticals.
• Run complex consultative sales cycles from first meeting to contract execution.

Skills

Quota-carrying B2B sales experience

Closing mid-market to enterprise deals

Selling to technical and executive audiences

Familiarity with embedded systems/firmware

Solution/value selling methodology

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.

Overview

Finite State is seeking an experienced, high-agency Regional Sales Director (RSD) to own pipeline creation and revenue execution as an individual contributor across the West region. This role is focused on manufacturers of connected devices especially industries facing escalating firmware, SBOM, and product compliance pressure (e.g., automotive, medical devices, industrial automation, energy, and telecom/networking).

You’ll run complex, consultative sales cycles end-to-end partnering tightly with Solutions Engineering, Product, and Customer Success to land new logos, expand strategic accounts, and move early‑stage opportunities to closed‑won through disciplined deal strategy.

What you’ll do

• Own new logo acquisition and expansion across the West region, consistently hitting quarterly and annual targets.
• Prospect, qualify, and close opportunities in priority verticals (medical devices, automotive, industrial/OT, energy/critical infrastructure, telecom/networking).
• Lead enterprise discovery focused on firmware risk, SBOM evidence, supplier exposure, regulatory readiness, and long device lifecycles.
• Run complex consultative sales cycles from first meeting through POV, pricing, security reviews, procurement, and contract execution.
• Partner closely with Solutions Engineering to deliver sharp demos, POVs, and technical validation tied to buyer evidence requirements.
• Build and maintain relationships with C-level and VP stakeholders (CISO, VP Product Security, Engineering leadership, Compliance/Regulatory, PSIRT leadership).
• Maintain strong post‑sale executive relationships to identify expansion opportunities, coordinate with CS/Services and reinforce measurable value.
• Support renewals by ensuring customer outcomes are visible, risks are forecasted early, and value is reinforced through the renewal cycle.
• Own Salesforce hygiene: pipeline quality, stage discipline, close plans, MEDDPICC (or similar) rigor, and accurate forecasting.
• Stay current on device security and compliance drivers (e.g., EU CRA, FDA cyber requirements/524B, CE RED, PSTI, ISO 21434 / UNECE R155, and emerging SBOM expectations), and translate them into concrete buyer urgency.

What we’re looking for

• 7+ years of quota‑carrying B2B sales experience in enterprise software / technical platforms (security or adjacent technical domains preferred).
• Proven success closing mid‑market to enterprise deals with multi‑stakeholder buying committees and long, complex sales cycles.
• Demonstrated ability to sell to technical and executive audiences (Engineering, DevOps, Product Security, AppSec, CISO/CTO).
• Familiarity with connected device realities: embedded systems / firmware, SBOMs, SCA, binary analysis, supplier SBOM intake/reconciliation, vulnerability management, and evidence‑driven compliance.
• Strong command of solution/value selling and a structured methodology (MEDDPICC or equivalent).
• Comfort operating in an early‑stage/high‑growth environment: self‑directed, hands‑on and collaborative with SE/Product/Marketing/CS.
• Customer‑first orientation with the ability to be direct, evidence‑based, and credible with skeptical technical teams.
• West location required, with willingness to travel for strategic accounts, POV workshops and exec meetings.

Compensation & Benefits

Our salary ranges are categorized into two tiers based on geographic location:

Tier 1 (San Francisco, Los Angeles, Seattle): $300,000 - $350,000 OTE

Tier 2 (All Other Locations): $280,000 - $300,000 OTE

The final base salary will be determined by experience, skill set, and specific location. In addition to base pay, this role is eligible for equity and benefits.

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 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.

• C - Customer first - Learn from customers. Ship with urgency.
• L - Leverage - Outsource the routine. Own the result.
• A - Agency - We take responsibility—end to end.
• R - Results - Ship value. Improve fast.
• I - Integrity - Speak up. Experiment boldly. Be kind.
• T - Transparency - Clear context. Faster decisions.
• 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.

Bold Innovation – We push boundaries, explore new ideas, and take initiative to solve complex problems.

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.