Account Manager

📍 Washington DC // Miami, Florida

About Us At State Affairs, we’re on a mission to redefine how state government is covered—delivering trusted, nonpartisan news and insights that matter. We don’t just report what’s happening; we provide the critical context and technology that help decision-makers act.

Think of us as the digital town hall for democracy. Our platform informs, empowers, and drives actions at the state level. And just like the democracy we cover, we value diverse perspectives, ensuring our work reflects the full spectrum of voices shaping state policy.

We’re growing fast—and now building a team of strategic, customer-obsessed Account Managers to help us scale retention and revenue.

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Who We’re Looking For

As an Account Manager, you’ll be the trusted partner to a portfolio of high-impact customers, responsible for everything post-sale—from onboarding to renewals to expansion. This role blends strategic relationship management with hands-on execution. You’ll build deep relationships with customers, understand their needs, and work across Product, Sales, and RevOps to ensure they get full value from State Affairs.

Your two most important performance goals are maximizing recurring revenue retention across your portfolio and preserving as much Renewal ARR as possible during each fiscal period. Drive total portfolio growth—upsell, cross-sell, and proactively mitigate churn to grow revenue across your book of business.

If you thrive in fast-moving, high-ownership environments, this is your opportunity to make a major impact.

What You’ll Own

🤝 Own Relationships with Decision-Makers Who Shape Policy

• Manage a book of business made up of elected officials, state agencies, and executive-level leaders at Fortune 500s
• Serve as the go-to partner for Governors’ offices, Attorneys General, state legislators, and public affairs leaders who rely on our platform for real-time intelligence
• Conduct high-impact business reviews and strategic planning conversations with senior stakeholders to deepen product adoption and strategic value

📈 Drive Retention & Revenue Growth

• Own the renewal process end to end—forecasting, negotiating, and closing renewals with confidence
• Identify and pursue expansion opportunities across regions, teams, and product tiers (multi-state contracts, user growth, premium access, etc.)
• Use a consultative approach to position our value as mission-critical to policy workflows

📊 Be the Voice of the Customer Internally

• Translate customer needs into actionable insights for Product, Sales, and Leadership
• Keep customers engaged and informed with feature releases, best practices, and policy intelligence updates
• Contribute to the systems, playbooks, and messaging that scale the Account Management function across the company

You’ll Love This Role If…

• You build genuine relationships—not just rapport. You know how to connect with people, but more importantly, how to leverage those relationships to drive results.
• You’re confident working with senior executives and public sector leaders and can hold your own in high-stakes conversations.
• You thrive in a fast-moving environment where you’re expected to take ownership, think proactively, and solve problems without waiting for the perfect direction.
• You know that being effective matters more than being liked—you’re persuasive, not a people-pleaser.
• You’re curious, strategic, and never satisfied with “good enough”—you want to help build something bigger.

You’ll Hate This Role If…

• You can’t flex between a $5K account and a $100K enterprise relationship without skipping a beat.
• You’re afraid of quotas—this isn’t just customer service or NPS. It’s about retention, expansion, and revenue results.
• You don’t thrive in environments with direct, no-nonsense feedback. We leave egos at the door—we’re here to move fast and get better.
• You’re uncomfortable owning data, CRM hygiene, or project management—this role requires precision, accountability, and follow-through.

What You’ve Probably Done

You don’t need to check every box, but you likely have most of these.

• 4–6 years in Account Management, Customer Success, or B2B expansion sales, ideally at a high-growth startup
• Owned and grown a book of business with contracts ranging from $10K to $100K ARR
• Personally closed six-figure renewals or upsells with enterprise buyers or public sector leaders
• Run QBRs that actually moved the relationship forward—not just vanity check-ins
• Jumped on the phone (or a plane) instead of hiding behind emails when it mattered
• Used HubSpot or a similar CRM to forecast renewals, manage expansion pipelines, and drive accountability
• Thrived in fast-moving, lightly structured environments where results > process

Why You Should Consider Joining Us

• 🔥 High-impact mission. Redefining how state government is covered.
• 📈 Real ownership. You’ll be trusted to run your book, your way—with strong leadership support.
• 🚀 Fast growth. Join at the inflection point and help shape what comes next.

👉 Sound like you? Let’s talk.

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Equal Opportunity Employer At State Affairs, we are committed to building a diverse and inclusive team that reflects the communities we serve. We welcome and encourage applicants from all backgrounds, experiences, and perspectives—regardless of race, gender, sexual orientation, age, disability, or veteran status.

We believe that different voices drive better decisions and innovation, and we are dedicated to fostering an environment where everyone feels valued, respected, and empowered to contribute.