Sales Director

<div class="content-intro"><p><a href="http://www.stateaffairs.com/">State Affairs</a> 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.&nbsp;</p> <p>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&nbsp; 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.</p></div><p>We are hiring a Sales Director to join our team located in Washington, DC. This is an individual contributor (IC), quota-carrying opportunity focused on driving new customer acquisition and expanding our presence across regulated and policy-sensitive industries.</p> <p>As the Sales Director you will:</p> <ul> <li>Own the full sales cycle from qualified opportunity through close, including discovery, demos, proposal development, negotiation, and contract execution</li> <li>Manage a portfolio of mid-market and enterprise-adjacent accounts, closing deals typically ranging from five to low six figures</li> <li>Build and maintain a healthy, well-qualified pipeline using HubSpot, with strong forecasting hygiene and clear next steps on every deal</li> <li>Translate customer policy exposure, regulatory risk, and legislative activity into compelling, consultative sales narratives</li> <li>Partner closely with BDRs to convert inbound and outbound leads into high-quality pipeline</li> <li>Collaborate with Account Management to ensure clean handoffs, customer satisfaction, and future expansion opportunities</li> <li>Provide feedback to Revenue Leadership and RevOps on messaging, objections, pricing, and competitive dynamics</li> <li>Represent State Affairs professionally in high-stakes conversations with executives, government affairs teams, and policy leaders</li> </ul> <p>Essential Qualifications for this position include:</p> <ul> <li>4+ years of professional work experience in B2B SaaS or information services sales</li> <li>Prior professional work experience carrying and delivering against a meaningful quota ($800K–$1M+ preferred)</li> <li>Ability to close complex deals with multiple stakeholders</li> <li>Ability to conduct, discovery, presentation, and objection-handling&nbsp;</li> <li>Ability to manage a structured sales process while operating with autonomy</li> <li>Ability to sell into sophisticated buyers, including legal, policy, compliance, or executiv