Business Development Representative

Who you are

• 1+ years of experience in a BDR, SDR, or similar pipeline-generation / sales-adjacent role
• Must be an expert in the English language, and also fluent in one or more of the following languages: German, French, Italian
• Central European Time (CET) and GET time zones preferred
• 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
• Passion for cybersecurity, startups, or emerging tech is a strong plus
• 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

What the job involves

• As 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
• 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
• Success Metrics;
• Meetings booked and qualified opportunities created
• Daily KPI Targets
• Pipeline generated against given target
• Target account engagement and buying-team penetration within strategic accounts
• Contribution to regional pipeline and revenue goals

Benefits

• The Usuals: We offer equity for everyone. Medical, dental, vision covered, 401k, short and long-term disability, and life insurance
• Work-life synergy: We take time off and flexibility seriously. Our team is fully remote all across the US, enjoys unlimited PTO, and is entitled to 12 weeks of parental leave
• Mission driven team: We are a team of experts and dedicated professionals—but more than that, we are a diverse group of individuals who support one another in our work and in our mission
• Transparent culture: With bi-weekly business updates, an open-door policy with the executive team, a fireside chat series with our board and other stakeholders, we make sure that everyone on the team has access to what’s going on throughout the company
• Social & supportive environment: We work hard to ensure that Finite State is a fun, comfortable place to work no matter your background. Teams work together to ensure that everyone feels supported and has their needs met, and our vibrant social calendar gives us a myriad of opportunities to kick back and have a good time