State Affairs · 4 weeks ago
Senior Manager, Business Development Representative (Senior BDR Manager)
Washington, DC
Full-time
Onsite
Mid, Senior Level
$160K/yr - $160K/yr
2+ years expState Affairs is the nation’s leading news and policy intelligence platform focused on state governments. They are hiring a Senior Manager, Business Development Representative (Sr. BDR Manager) to lead and develop a team of BDRs, optimize outbound strategies, and analyze performance metrics to improve conversion rates.
NewsPublic Relations
No H1B
Responsibilities
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
Qualification
Required
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
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
Company
State Affairs
State Affairs is a media company that that investigate the state policies and provides the commentary & investigative reporting.
51-200 employees
Funding
Current Stage
Growth StageLeadership Team
Jamie Roberts Seltzer
Board Member, Co-Founder
AJ Frucci
Chief Revenue Officer
Company data provided by crunchbase