Business Development Representative (EMEA)

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 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
The Usuals: We offer equity for everyone. Medical, dental, vision covered, 401k, short and long-term disability, and life insurance
Familiarity with tools such as Salesforce, Salesloft, HubSpot, Warmly, LinkedIn Sales Navigator, and AI assistantsExcellent written and verbal communication skills, with the ability to personalize messaging that breaks through the noiseCollaborative team player who shares ideas, feedback, and winsHighly organized and detail-oriented, with excellent follow-throughMust be an expert in the English language, and also fluent in one or more of the following languages: German, French, ItalianAbility to work independently and adapt in a fast-paced startup environment1+ years of experience in a BDR, SDR, or similar pipeline-generation / sales-adjacent roleAnalytical mindset with a desire to test, measure, and optimize outreachPassion for cybersecurity, startups, or emerging tech is a strong plusCentral European Time (CET) and GET time zones preferredProactive, resourceful, and resilient when facing challengesA self-starter who takes initiative and creates opportunities rather than waiting for directionAble to adapt and work effectively in a fast paced environmentMotivated by hitting goals and contributing to team successExcited to build a long-term career in cybersecurity and enterprise go-to-marketCurious, coachable, and eager to learn, with a “learn-it-all” mindsetGrit- the persistence to keep prospecting through rejection and stay motivated call after call, email after email

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