Description

We are building a more disciplined, modern business development engine in a complex, professional services company. This new role is central to that effort. As a Seller Excellence Lead you will raise selling effectiveness across ICF’s Energy, Environment, and Infrastructure Group by: providing hands-on, 1:1 coaching that improves real deals in real time, and building a scalable training system—live and on-demand—that teaches how we sell, what we sell, who we sell to, and what differentiates us in the market

This is a practitioner role. We need someone who can coach staff (including business leaders, seller/doers, and subject matter experts) through an upcoming client meeting and design and implement a scalable training and coaching program that improves outcomes across ICF’s Energy, Environment, and Infrastructure Group.

Core responsibilities

1) Provide just-in-time coaching to staff

• Coach business leaders, seller/doers, and subject matter experts on opportunity strategy, client conversations, stakeholder dynamics, value framing, and next-step discipline.

• Equip leaders to speak credibly and persuasively about outcomes, risk, ROI, and implementation—without turning them into “salespeople.”

2) Build and deliver instructor-led trainings on business development fundamentals

• Develop and lead instructor-led training on business development fundamentals tailored to our environment (professional services, regulated markets, long sales cycles, complex stakeholders).

• Teach our selling motions: how we qualify, shape demand, run pursuits, run deal reviews, and coordinate cross-functional pursuit teams.

• Create segment-specific training aligned to our buyer types and markets (e.g., utilities, state & local, federal, commercial where applicable).

3) Develop microlearning and just-in-time enablement tools

• Design microlearning paths distributed via our sales enablement platform: short modules, templates, checklists, and real examples.

• Build “in-the-flow” learning that supports sellers at the moment of need (e.g., first meeting prep, qualification, executive summary, pricing/value narrative).

• Establish reinforcement loops: manager prompts, quizzes/assessments, deal clinics, and periodic refreshers.

4) Develop and regularly report on metrics that measure impact and iterate

• Define success metrics that go beyond attendance: behavior adoption, training utilization, proficiency signals, and linkage to leading indicators (stage progression, pursuit readiness, win strategy quality).

• Use feedback, win/loss patterns, and field input to continuously refine programs.

What we’re looking for

Required

• 12+ years of professional experience in a complex B2B or B2G environment (professional services, consulting, enterprise SaaS), with a demonstrated ability to transition technical expertise into winning strategies.

• At least 3 years of experience developing training programs across a wide variety of roles and participants, including in-person hands on training and microlearning sessions available on demand.

• Proven ability to coach senior technical leaders and influence behavior change (executive presence, strong judgment, high trust).

• Track record building and delivering instructor-led programs that are practical, role-specific, and adopted by the field.

• Demonstrated ability to translate complex offerings into clear sales plays and teach “how to sell this here.”

• Excellent facilitation and curriculum design skills (live + virtual), plus strong writing for microlearning and job aids.

• Comfort operating in a matrixed organization and driving adoption without direct authority.

Preferred

• 5 years experience in sales or business development training in a professional services, enterprise SaaS, or consulting environment.

• Experience with modern sales enablement platforms like Highspot, Showpad, Seismic, &c.

• Experience with energy/utility, infrastructure, climate/energy transition, or public-sector buying environments.

• Familiarity with modern qualification/value frameworks (e.g., MEDDIC/BANT-informed), applied pragmatically.

Measures of success

• Higher consistency in deal qualification and win strategy quality.

• Increased usage of microlearning and deal-time assets, with positive field feedback.

• Improved leading indicators: stage progression health, pursuit readiness

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.

 

 

Pay Range - There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position.

The pay range for this position based on full-time employment is:

$131,256.00 - $223,134.00

Nationwide Remote Office (US99)