Seller Excellence Lead

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