About State Affairs
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.
Position Summary
We are hiring a Sales Director located in Washington, DC. This individual contributor role focuses on driving new customer acquisition and expanding our presence across regulated and policy‑sensitive industries.
Responsibilities
- Own the full sales cycle from qualified opportunity through close, including discovery, demos, proposal development, negotiation, and contract execution.
- Manage a portfolio of mid‑market and enterprise‑adjacent accounts, closing deals typically ranging from five to low‑six figures.
- Build and maintain a healthy, well‑qualified pipeline using HubSpot, with strong forecasting hygiene and clear next steps on every deal.
- Translate customer policy exposure, regulatory risk, and legislative activity into compelling, consultative sales narratives.
- Partner closely with BDRs to convert inbound and outbound leads into high‑quality pipeline.
- Collaborate with Account Management to ensure clean handoffs, customer satisfaction, and future expansion opportunities.
- Provide feedback to Revenue Leadership and RevOps on messaging, objections, pricing, and competitive dynamics.
- Represent State Affairs professionally in high‑stakes conversations with executives, government affairs teams, and policy leaders.
Essential Qualifications
- 4+ years of professional work experience in B2B SaaS or information services sales.
- Prior professional experience carrying and delivering against a meaningful quota ($800K–$1M+ preferred).
- Ability to close complex deals with multiple stakeholders.
- Ability to conduct discovery, presentation, and objection‑handling.
- Ability to manage a structured sales process while operating with autonomy.
- Ability to sell into sophisticated buyers, including legal, policy, compliance, or executive audiences.
- Ability to communicate complex information clearly and concisely.
- Knowledge of modern sales tools and GTM stacks (HubSpot experience strongly preferred).
Preferred Qualifications
- Consultative selling experience and understanding of customer business models and risk drivers.
- Experience selling into public policy, government affairs, regulated industries, or data‑driven research platforms.
- Experience collaborating with BDRs, RevOps, and Customer Success teams in a team‑based sales motion.
- Experience in a start‑up organization.
Compensation & Benefits
The annual compensation range for this role is $180,000 to $230,000 (on target earnings) for candidates working from the State Affairs office in Washington, DC. Benefits may vary depending on employment type.
Location & Schedule
This is an in‑office role located at 500 L and 15th St. NW, Washington, DC. Employees are expected to work five (5) days per week from the office.
Eligibility
Candidates must be authorized to work in the United States without the need for current or future company sponsorship.
Equal Opportunity & Accommodations
State Affairs is an equal‑opportunity employer and makes employment decisions on the basis of merit and business needs. We do not discriminate 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, please contact
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