State Affairs is the nation’s leading news and policy intelligence platform focused on state governments. We combine nonpartisan coverage of Statehouses across the country alongside state government data and AI-native tools into a singular platform.
We inform and empower decision makers, policy professionals and citizens through our award-winning journalism and data – delivering profound insights to help our customers decode and act on state politics and policy. We’re building a category-defining business that will reshape America as we strengthen visibility into what’s happening and why at the state level.
We are hiring a Senior Manager, Business Development Representative (Sr. BDR Manager) to join our team located in Washington, DC.
As the Senior Manager, Business Development Representative (Sr. BDR Manager) you will:
- Lead, coach, and develop a team of BDRs—providing weekly training, call reviews, playbooks, and ongoing feedback to improve performance.
- Own the outbound strategy and execution, setting weekly and monthly activity and pipeline goals, and ensuring the team consistently hits and exceeds targets.
- Build and refine outreach playbooks across cold calls, email sequences, LinkedIn messaging, and multi-touch campaigns.
- Partner closely with VP of Sales, Revenue Operations, Marketing and Sales to optimize targeting, messaging, ICP definition, and campaign performance.
- Analyze funnel metrics and performance data from HubSpot to identify trends, bottlenecks, and opportunities to improve conversion rates.
- Recruit, onboard, and ramp new BDRs, establishing a repeatable training and enablement process.
- Maintain CRM excellence, ensuring the team adheres to strong hygiene, accurate forecasting, and consistent activity tracking.
- Collaborate on GTM strategy, sharing ground-level insights from prospects to inform product positioning, content strategy, and market prioritization.
Essential Qualifications for this position include:
- 2 to 4 years of professional work experience in sales, business development, or revenue operations
- 1+ year of professional work experience mentoring, coaching, or leading BDRs/SDRs, formally or informally
- Strong communication skills with the ability to coach others on messaging, discovery, and objection handling
- Experience using a CRM such as HubSpot
- Proven ability to analyze data, develop insights, and drive performance improvements
Preferred Qualifications for this position include:
- Prior experience managing a BDR/SDR team in a SaaS or media/tech startup environment
- Familiarity with sales engagement tools such as Lemlist, Apollo.io, or Outreach
- Experience building outbound playbooks, training frameworks, and scale-ready processes
- Background engaging with policy, government, or public-sector audiences (nice-to-have, not required)
- Bachelor’s degree
- Prior professional work experience in a start-up organization
This is an in office work opportunity and our teams operate from the Washington, DC office located at L and 15th St. NW five days per week. State Affairs offers a competitive salary and a comprehensive benefits package to employees.
The compensation range for this role as it is posted is $160,000 (on-target-earnings) for candidates working from the State Affairs office in Washington, DC. The final job level and annual salary will be determined based on the education, qualification, knowledge, skills, ability, and experience of the final candidate(s), and calibrated against relevant market data and internal team equity. Benefits listed in this posting may vary depending on the nature of your employment with State Affairs.
Candidates must be authorized to work in the United States without the need for current or future company sponsorship.
State Affairs is an equal opportunity employer and makes employment decisions on the basis of merit and business needs. State Affairs does not discriminate against applicants on the basis of race, color, religion, sex, sexual orientation, gender, gender identity, national origin, veteran status, disability, or any other protected characteristic in accordance with federal, state, and local law.
State Affairs is committed to providing reasonable accommodations for qualified individuals with disabilities as they go through our job application and interview process. If you need assistance or an accommodation due to a disability, you may contact us at [email protected]
By submitting your application, you affirm the content contained therein is true and accurate in all respects. Please note that prior to employment, State Affairs will obtain background checks for employment purposes that may include, where permitted by law, the following: identify verification, prior employment verification, personal and professional references, educational verification, and criminal history. For certain roles, further background checks covering additional information and activities may be initiated.
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