• Execute structured outbound prospecting campaigns across phone, email, LinkedIn, and other approved channels to generate qualified pipeline. • Identify and engage target accounts, stakeholders, and buying committees within parks and recreation agencies, camps, municipalities, YMCAs, schools, military recreation, and other recreation focused organizations. • Maintain consistent daily prospecting activity aligned with team goals, territory priorities, and campaign initiatives. • Qualify leads using established qualification frameworks and sales processes. • Conduct discovery conversations to understand organizational structure, operational challenges, existing systems, purchasing processes, timelines, and business priorities. • Schedule and coordinate meetings and demos with the appropriate sales representative. • Maintain accurate and complete records within CRM and sales engagement platforms, including activities, notes, contacts, account updates, qualification details, and next steps.

• Achieve sales targets consistently • Outreach to key decision-makers via phone, email & social media • Present, promote, and sell products and services • Manage the entire sales process from prospecting to close • Perform cost-benefit and needs analysis for potential partners • Collaborate with other departments for seamless partner experience • Provide feedback on ongoing trends in the industry • Serve as lead point of contact for partners on all commercial activities

• engaging with advisors to increase their knowledge of Donor Advised Funds and efficient and effective charitable vehicles • building relationships with advisors and key partners to become their first call in philanthropy • responsible for collaborating with the advisors of current and future donors • growing the American tradition of charitable giving • protecting the brand and mission of the organization

Role Description Finite State is seeking a highly motivated Business Development Manager, East Americas to drive pipeline generation and strategic account engagement across the East Americas region. Reporting to the VP of Marketing, this role serves as a critical bridge between marketing and sales, transforming demand generation, ABM programs, events, partner initiatives, and outbound campaigns into qualified pipeline opportunities. This role works hand-in-hand with Account Executives to penetrate strategic accounts, engage buying teams, and create meaningful sales opportunities. The ideal candidate is a self-starter who thrives in a fast-paced environment, embraces a learn-it-all mindset, and is eager to build a career in cybersecurity. What You'll Do - Generate qualified pipeline and sales opportunities within assigned East Americas target accounts. - Partner closely with Account Executives to develop account plans, map buying teams, identify key stakeholders and champions, and execute coordinated engagement strategies across target accounts. - Execute outbound prospecting campaigns across email, phone, LinkedIn, video, and other channels. - Follow up and qualify inbound leads generated through digital campaigns, events, webinars, content syndication, and partner programs. - Support account-based marketing (ABM) initiatives by identifying buying team members, personalizing outreach, and driving engagement within strategic target accounts. - Engage and build relationships with security, engineering, product, and executive stakeholders across complex buying teams, including CISOs, Product Security leaders, Application Security teams, DevSecOps leaders, Product Development executives, and Engineering leaders. - Conduct account research and build account intelligence to uncover opportunities and drive engagement. - Support regional events, executive dinners, trade shows, webinars, and field marketing programs. - Maintain accurate opportunity, activity, and account data within Salesforce and sales engagement platforms. - Consistently achieve and exceed pipeline creation and opportunity generation goals. Qualifications - 1–2 years of experience as a BDR, SDR, Business Development Representative, or similar pipeline generation role. - Cybersecurity industry experience strongly preferred. - Proven ability to prospect into enterprise organizations and generate qualified opportunities. - Strong written and verbal communication skills. - Highly organized and detail-oriented with excellent follow-through. - Experience using Salesforce, Outreach, Salesloft, LinkedIn Sales Navigator, or similar tools. - Comfortable working independently while collaborating effectively across teams. Who You Are - A go-getter who takes initiative and creates opportunities rather than waiting for direction. - A self-starter who thrives in a fast-paced, high-growth environment. - Curious, coachable, and eager to learn. - Possess a learn-it-all mentality and continuously seek to improve your craft. - Proactive, resourceful, and resilient when facing challenges. - Motivated by achieving goals and contributing to team success. - Excited to build a long-term career in cybersecurity and enterprise go-to-market. Benefits - Join a category leader transforming product security and software supply chain risk management. - Work alongside experienced cybersecurity, product, sales, and marketing leaders. - Gain exposure to enterprise sales, ABM, field marketing, strategic account development, and executive engagement. - Competitive compensation package, benefits, and equity opportunity. - Remote-first culture with opportunities to collaborate across teams and functions. - Clear career progression path with established opportunities for advancement into senior business development, account executive, field marketing, demand generation, and broader GTM leadership roles. Success Metrics - Meetings booked. - Qualified opportunities created. - Pipeline generated. - Target account engagement. - Buying team penetration within strategic accounts. - Contribution to East Americas pipeline and revenue goals. Company Description 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.