Regional Sales Director, EMEA
New
Based in Continental Europe; DACH, Benelux Preferred, open to Nordic or Southern Europe. Strong relationship network within operational vertical is top priority. Full-TimeDirector
Salary210000 - 250000 EUR per year
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Job Details
- Languages
- English, German, French, Italian, Spanish
- Experience
- 5+ years
- Required Skills
- Embedded SystemsIoTSalesforceDevOpsCRM
Requirements
- 5+ years of experience selling B2B software solutions to both technical and business stakeholders — including Engineering, DevOps, Application Security, and Product Security teams.
- Proven success in managing complex enterprise sales cycles and exceeding annual sales targets, with experience closing mid-to-large enterprise deals.
- Strong understanding of IoT and embedded systems, with familiarity in software supply-chain concepts such as SBOMs, SCA, binary analysis, and related security frameworks.
- Confident communicator able to engage CISOs, Product Security, AppSec, and engineering leaders in highly technical value-driven discussions.
- Hands-on experience in fast-paced, early-stage or high-growth environments where collaboration and cross-functional alignment are essential.
- Expertise in solution and value-based selling, leveraging MEDDPICC or similar methodologies to drive predictable, scalable results.
- Self-starter who thrives in change, comfortable operating autonomously while contributing to a team-first culture.
- Customer-centric mindset with genuine passion for solving complex cybersecurity and compliance challenges for connected-device manufacturers.
- Fluency in English (written and verbal); proficiency in another major European language (e.g., German, French, Italian or Spanish) is highly desirable.
- Based in Continental Europe; DACH, Benelux Preferred, open to Nordic or Southern Europe.
Responsibilities
- Prospect, qualify, and close new business opportunities across target verticals including medical devices, automotive, energy, and critical infrastructure.
- Drive significant new logo acquisition and expansion within existing accounts across EMEA to reach sales target quarterly.
- Partner closely with Solutions Engineering and Product to deliver compelling demonstrations, Proofs of Value, and technical validation.
- Manage complex consultative sales cycles from initial discovery through pricing, security reviews, and contract execution.
- Cultivate and maintain strong relationships with C-level executives and decision-makers in target accounts across various EMEA territories.
- Maintain strong post-sale relationships with your customer base, ensuring a deep understanding of their evolving needs.
- Identify and pursue upsell and cross-sell opportunities, collaborating with Customer Success and Professional Services.
- Support annual renewal processes by reinforcing value, navigating procurement, and forecasting risk.
- Own and accurately manage a pipeline of new and existing opportunities in Salesforce.
- Forecast revenue with discipline, providing regular updates on deal status and risk.
- Track sales activities and KPIs using CRM and internal tools to ensure consistency and accountability.
- Develop a deep understanding of Finite State’s platform capabilities, value propositions, and differentiation.
- Stay current on software supply chain security trends, SBOM regulations (e.g., CRA, FDA, CE RED, PSTI, 21434, R155, ETC), and competitive landscape.
- Serve as a trusted advisor to prospects and customers navigating AppSec, embedded/IoT, and compliance challenges.
- Manage relationships with external channel partners, distributors, and system integrators essential for market penetration in specific EMEA countries (e.g., GCC, Nordics, DACH, France/Benelux).
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