Job description

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 an Enterprise Business Development Representative (Enterprise BDR) to join our team located in Washington, DC. This role is not a traditional high-volume outbound-only BDR. Instead, the Enterprise BDR will operate as an embedded pre-sales and prospecting partner to Enterprise Account Executives, especially our Enterprise leader, helping drive Enterprise pipeline through outbound prospecting, opportunity qualification, deal preparation, and support throughout the sales process. This role has “Sales Chief of Staff” capability: high ownership, high responsiveness, and a willingness to support whatever is needed to help Enterprise deals move forward. As the Enterprise BDR, you will: Prospect into complex, multi-stakeholder organizations (Fortune 1000 companies, major nonprofits, associations, advocacy organizations) Execute highly personalized, insight-driven outreach across phone, email, and LinkedIn to senior decision makers Partner with AEs on target account lists, personas, and sequencing to generate consistent pipeline coverage Join select enterprise discovery calls to support qualification, note capture, and next-step definition Run follow-up workflows after meetings to ensure momentum: recap emails, scheduling, stakeholder mapping, and next-call setup Qualify inbound + outbound interest into clear deal context for AEs: priority, urgency, need, stakeholders, timing, budget signals Prepare group pitches and key enterprise meetings: internal prep, agenda framing, stakeholder research, and talk tracks Build/maintain account briefs: organizational background, known policy risk areas, relevant states, recent legislation signals, etc. Support coordination of multi-threaded deals: syncing calendars, aligning internal resources, and driving clean handoff Maintain accurate CRM records (HubSpot): meeting outcomes, account notes, contacts, attribution, and activity tracking Ensure enterprise accounts remain updated with clean next steps and stage progression Support lightweight reporting and operational follow-through to keep the enterprise motion running smoothly Essential Qualifications for this position include: 4+ years of professional experience in a high-performance professional environment (sales, client services, operations, consulting, recruiting, or customer-facing roles) Ability to communicate with executive level skills (written and verbal) Ability to be detailed and capable of follow-through (you reliably close loops) Ability to operate in ambiguity and prioritize effectively Ability to work across multiple work streams and stakeholders simultaneously Knowledge of using structured systems/tools to track work (CRM, spreadsheets, project tools, etc.) Preferred Qualifications for this position include: Prior professional work experience supporting senior stakeholders or revenue teams in a fast-paced environment Prior professional work experience in enterprise sales cycles, multi-stakeholder buying processes, or GTM strategy Prior professional work experience building outbound messaging, prospecting, or lead qualification (formal or informal) Interest in policy, government affairs, regulatory environments, or selling into complex organizations 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 $100,000 to $140,000 (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 jobs@stateaffairs.com 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. "By clicking "Submit Application" you are consenting to the use and retention of the information you have provided as set forth in the State Affairs Privacy Policy .

Requirements

Must-haves

This role has “Sales Chief of Staff” capability: high ownership, high responsiveness, and a willingness to support whatever is needed to help Enterprise deals move forward.
Prospect into complex, multi-stakeholder organizations (Fortune 1000 companies, major nonprofits, associations, advocacy organizations)
Execute highly personalized, insight-driven outreach across phone, email, and LinkedIn to senior decision makers
Partner with AEs on target account lists, personas, and sequencing to generate consistent pipeline coverage
Join select enterprise discovery calls to support qualification, note capture, and next-step definition
Run follow-up workflows after meetings to ensure momentum: recap emails, scheduling, stakeholder mapping, and next-call setup
Qualify inbound + outbound interest into clear deal context for AEs: priority, urgency, need, stakeholders, timing, budget signals
Prepare group pitches and key enterprise meetings: internal prep, agenda framing, stakeholder research, and talk tracks
Build/maintain account briefs: organizational background, known policy risk areas, relevant states, recent legislation signals, etc.
Support coordination of multi-threaded deals: syncing calendars, aligning internal resources, and driving clean handoff
Maintain accurate CRM records (HubSpot): meeting outcomes, account notes, contacts, attribution, and activity tracking
Ensure enterprise accounts remain updated with clean next steps and stage progression
Support lightweight reporting and operational follow-through to keep the enterprise motion running smoothly
Essential Qualifications for this position include:
4+ years of professional experience in a high-performance professional environment (sales, client services, operations, consulting, recruiting, or customer-facing roles)
Ability to communicate with executive level skills (written and verbal)
Ability to be detailed and capable of follow-through (you reliably close loops)
Ability to operate in ambiguity and prioritize effectively
Ability to work across multiple work streams and stakeholders simultaneously
Knowledge of using structured systems/tools to track work (CRM, spreadsheets, project tools, etc.)
Prior professional work experience supporting senior stakeholders or revenue teams in a fast-paced environment
Prior professional work experience in enterprise sales cycles, multi-stakeholder buying processes, or GTM strategy
Prior professional work experience building outbound messaging, prospecting, or lead qualification (formal or informal)

Nice-to-haves

Preferred Qualifications for this position include:

Application prep

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Keywords to mirror

aigo

Platform: greenhouse
Effort: quick