Energy State Growth Lead

The role is for an Energy State Growth Lead to expand ICF's presence with state energy offices across high-priority states, driving client-centered growth and leading sales efforts in the energy sector.

Location: Remote (US)

Salary: $131,256.00 - $269,993.00/yr

Responsibilities

• 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.
• Develop strategic solutions for growing relationships with key state energy office and industry association buyers and decision-makers, positioning ICF as a trusted advisor.
• Build and sustain strong internal partnerships across capture, proposal, marketing, delivery, and other enterprise teams.
• Engage with external partners and stakeholders to support coordinated pursuits and long-term account growth strategies.
• 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-practices sharing.
• Reinforce consistent application of ICF’s preferred sales, capture, and pursuit methodologies.
• Drive accountability for sales goals, pipeline quality, conversion, and pursuit outcomes.
• Foster a collaborative, results-oriented culture that supports cross-functional engagement.
• Support overall BD team effectiveness and organizational health, including onboarding, enablement, and continuous improvement.

Requirements

• Bachelor’s degree
• 7+ years of experience in the energy sector with knowledge of state energy offices
• 5+ years of experience working collaboratively in a team, solving complex issues
• Proven track record of leading teams and budgets overseeing energy projects or leading pursuits and winning new business
• Error-free deliverables and on-time milestone delivery
• Ability to prioritize under pressure and re-balance resources as needed