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Role Description

We are looking for an Energy State Growth Lead to join our Energy, Environment, and Infrastructure (EEI) group and help expand our presence with state energy offices across high-priority states. The selected person will drive coordinated, client-centered growth across ICF’s state energy markets. This role requires an energetic, strategic, and disciplined sales leader who can lead teams, own complex pursuits, and build trusted relationships with state energy offices across the country.

The Energy State Growth Lead plays a pivotal role in leading sales execution and ensuring a robust, high-quality pipeline of opportunities from early identification through contract close. This also includes mapping current activities and identifying growth opportunities in target states while coordinating efforts between Delivery teams and local sellers. As the Energy State Growth Lead, you will work closely with subject matter experts, proposal teams, marketing, and delivery staff to pursue opportunities that align with ICF’s core capabilities and values.

Our multidisciplinary teams serve clients across energy and fuels, climate resilience, disaster recovery, infrastructure, transportation, and environmental planning. We provide energy advisory, planning, policy, and implementation services to our clients around the topics of reliability, resilience, security, workforce, economics, emissions, fuels, and environment. This is a high-impact role with autonomy, visibility, and the opportunity to shape how ICF partners with state agencies on some of the most pressing issues of our time.

Key Responsibilities

• Pipeline Development and Management
  • Oversee a pipeline of opportunities across geographies, service offerings, and teams, ensuring focus on strategic fit, quality, and conversion.
  • Drive early-stage, proactive opportunity identification and shaping, in partnership with market intelligence and research resources.
  • Provide strategic guidance on opportunity qualification, prioritization, and capture strategy.
  • Ensure disciplined pipeline governance, including forecasting, reviews, and compliance with sales processes.
  • Monitor pipeline performance against sales targets and adjust strategy to improve pursuit quality and win rates.
• Client and Partner Relationship Management
  • Develop strategic solutions for growing relationships with key state energy office and industry association buyers and decision-makers, positioning ICF as a trusted advisor for existing and emerging needs.
  • Build and sustain strong internal partnerships across capture, proposal, marketing, delivery, and other enterprise teams to align client strategy and solutioning.
  • Engage with external partners and stakeholders to support coordinated pursuits and long-term account growth strategies.
• Strategy Development
  • Support and contribute to client engagement, capture, and pursuit strategy, including value proposition development, and bid strategy.
  • Collaborate on regulatory, policy, and market intelligence initiatives to anticipate opportunities and inform pursuit prioritization.
  • Support sales enablement initiatives, including sales campaigns; sales training, methodology enablement, and best-practice sharing; and effective use of AI and emerging technologies across BD, capture, and proposal development.
• Team Development
  • Reinforce consistent application of ICF’s preferred sales, capture, and pursuit methodologies, including disciplined qualification, pipeline governance, and pursuit execution.
  • Drive accountability for sales goals, pipeline quality, conversion, and pursuit outcomes.
  • Foster a collaborative, results-oriented culture that supports cross-functional engagement across capture, proposal, marketing, delivery, and other enterprise teams.
  • Support overall BD team effectiveness and organizational health, including onboarding, enablement, and continuous improvement.

Qualifications

• Bachelor’s degree
• 7+ years of experience in the energy sector and ability to demonstrate market and domain knowledge and expertise with preference to candidates with a background working at or with State Energy Offices
• 5+ years of experience working collaboratively as part of a team, with a background in solving complex, multi-faceted issues
• Demonstrated track record of leading teams and budgets overseeing energy projects OR demonstrated track record of leading pursuits and winning new business with a structured and disciplined process and mature pursuit methodologies
• Track record of error-free deliverables and on-time milestone delivery
• Evidence of prioritization under pressure including the ability to rebalance resources and scope to protect outcomes without degrading client experience

Working at ICF

ICF is a global advisory and technology services provider, but we’re not your typical consultants. We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change, and shape the future.

We can only solve the world's toughest challenges by building a workplace that allows everyone to thrive. We are an equal opportunity employer. Together, our employees are empowered to share their expertise and collaborate with others to achieve personal and professional goals.

Pay Range

The pay range for this position based on full-time employment is: $131,256.00 - $269,993.00