Senior Manager, Business Development Representative (Senior BDR Manager)

State Affairs•Washington, DC

34d•Onsite

About The Position

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.

Requirements

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
Candidates must be authorized to work in the United States without the need for current or future company sponsorship.

Nice To Haves

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

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.