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Business Development Executive, Ballast Research

National Journal is a premier research and insights company committed to helping organizations effectively navigate Washington. The mission is to equip the thousands of government and business leaders in the nation’s capital with the intelligence, insights, and connections they need to save time, increase efficiency, and deliver success.

Best known as one of Washington’s most trusted media brands for nearly 50 years, our expertise is unmatched with teams of specialists dedicated to government affairs, communications, and political research, in addition to exceptional journalism. National Journal’s premier products are: National Journal Leadership Council, Hotline, Race Tracker, National Journal Daily, Communications Council, Ballast Research, Capital Exchange, Network Science Initiative, and the Presentation Center.

Ballast Research is a management and strategy consulting firm focused on helping our clients in the advocacy space leverage hard-data to inform their strategy and strengthen their brand among target audiences in government. Through our proprietary research service, we help government and public affairs professionals in the private and social sectors identify the most effective approaches to policy advocacy. Ballast Research studies advocacy and the impact of that advocacy in shaping the opinions and decisions of senior federal policymakers. It serves its clients through in-depth quantitative and qualitative research, benchmarking, and other diagnostic tools that enhance strategic planning.

We’re seeking an entrepreneurial, energetic, innovative, and driven individual with deep intellectual curiosity and a passion for policy and federal advocacy to join our team. The Business Development Executive will be a results-orients professional that is focused on generating new business and helping develop new products/services to meet our clients’ needs. This individual will qualify prospects within our target market, interact with potential clients (senior executives at Fortune 500 companies and leading associations) develop strong relationships, and identify the needs and challenges facing potential clients. He/she will be responsible for working closely with the research and product development teams to construct creative solutions that will address the needs of these senior government affairs and communications executives.

We’ve found that successful candidates are likely to have recent experience working in a sales role or fundraising capacity. Any prior experience on Capitol Hill or in the federal policymaking process has been helpful to a candidate’s ability to understand the landscape and challenges facing our clients. He/she will have an aptitude for and interest in Washington policy and/or politics combined with a desire to deliver value to various stakeholders within our client organizations.  The Business Development Executive will report directly to Sean Harper, the Senior Director of Client Engagement for Ballast Research.

The Business Development Executive will:

  • Meet with senior advocacy executives at potential clients (Fortune 500 companies and leading trade associations active in federal policy) to understand the unique needs and challenges they face
  • Lead clients through the evaluation process as they understand how our solutions address the specific needs that have been identified during the sales discovery process
  • Work closely with internal teams to unpack client needs and construct creative solutions to address client challenges
  • Establish rapport and credibility to cultivate relationship with senior advocacy executives and develop an on-going dialogue with our potential client community
  • Leverage internal stakeholders in prospecting and coordinate all outreach to potential clients in the predefined territory
  • Build and manage a pipeline of qualified accounts
  • Grow and strengthen our existing base of client companies and associations

Qualifications of the Ideal Candidate:

  • A critical thinker, eager to develop new approaches and problem solve outside the box
  • A generous sense of humor and tolerance for ambiguity
  • The ability to pivot and adjust priorities responsive to short- and long-term needs
  • Accountability and ownership of both process and result
  • 2 years (post-undergraduate) experience managing/leading the full sales or fundraising lifecycle (from prospect generation through close)
  • Outstanding client-service ethic
  • Excellent time management and judgment; demonstrated proficiency at managing simultaneous projects from start to finish
  • Experience with building networks; developing strong interpersonal relationships with individuals inside and outside his/her team

Atlantic Media Values:

Across Atlantic Media, generally, the firm looks for two “pillar gifts” in its candidates.  In all of us, these are more aspirational than actual, but they are central in our intentions.


Force of Ideas: At the center of Atlantic Media work are the ideas within our writing. We believe that ideas – to the good and not – have consequence. Our highest work is bringing rigor, insight, intellectual honesty, to that ultimate purpose of separating the bad from the good, giving voice, argument, and flight to the latter.

Spirit of Generosity: Atlantic Media seeks in its ranks a spirit of generosity – a natural disposition in each colleague toward service and selfless conduct. Atlantic Media writing should be cut from the same cloth – critical on the merits but informed by charity and forbearance in measuring motive and personal character.


Atlantic Media is an EOE of Minorities/Women/Vets/Disability.

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