State Energy Office Growth Lead

Location: Remote(moderate travelrequiredto client sites, conferences, and ICF offices)

About the Role 

We are looking for an State Energy Office Growth Leadto join our Energy, Environment, and Infrastructure (EEI) group and help expand our presencewith state energy officesacross high-priority states. The selected person willdrive coordinated, client-centered growth across ICF’sstate energymarkets. This role requires an energetic, strategic, and disciplined sales leader who can lead teams, own complex pursuits, and build trusted relationships withstate energy offices across the country.

TheState Energy Office Growth Leadplays a pivotal role in leading sales executionand ensuring a robust, high-quality pipeline of opportunities from early identification through contract close.This also includes mapping current activities andidentifyinggrowth opportunities intarget states whilecoordinating efforts between Delivery teams andlocal sellers. As the State Energy Office 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 energyand fuels, climate resilience, disaster recovery, infrastructure, transportation, and environmental planning.We provide energy advisory, planning,policy, andimplementation services to our clientsaround the topics ofreliability, resilience, security, workforce, economics,emissions,fuelsand 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,ensuringfocuson strategic fit, quality, and conversion.

• Drive early-stage, proactive opportunity identification and shaping, in partnership withmarket intelligenceand research resources.

• Providestrategic 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 improvepursuitquality and win rates.

Client and Partner Relationship Management 

• Develop strategic solutions for growing relationships with keystate energy officeand industry associationbuyers and decision-makers, positioning ICF as a trusted advisor for existing and emerging needs.

• Build and sustain strong internal partnerships acrosscapture, proposal, marketing,deliveryandother enterprise teamsto 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 toanticipateopportunities and inform pursuit prioritization.

• Support sales enablement initiatives,including:sales campaigns; sales training,methodologyenablement, andbest-practicesharing; 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, andpursuitexecution.

• 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,deliveryand other enterprise teams.

• Support overall BD team effectiveness and organizational health, including onboarding, enablement, and continuous improvement.

Core Competencies

• Strong client relationship and account leadership skills within theenergy sector

• Strong understandingof energy market and state energy offices

• Strategic thinker with the ability to translate market, policy, and client intelligence into actionable pursuit and growth strategies.

• Demonstrated ability to collaborate effectively across functions and operating groups in a matrixed organization.

• Demonstrated ability to structure ambiguity, triage competing deadlines, and keep several high‑value initiatives moving in parallel without sacrificing quality.

• Ability to movefluidly between strategy and details—spotting risks/omissions in pipeline data, proposals, and client communications while keeping focus on the growthobjective.

• Ability to translategoals into clear plans, milestones, and owners;monitorsprogress rigorously and course‑corrects to meet commitments.

• Proactively starts the hard things, closes loops quickly, and upholds governancerules and processes

• Re‑prioritizesin real time as markets, clients, and internal demands shiftandmakessound tradeoffs andcommunicatesthem transparently.

• Synthesizesinputs across policy, regulatory, and technical domains to keep teams aligned on the next best action.

At ICF, we are committed to ensuring a fair interview process for all candidates based on their own skills and knowledge. As part of this commitment, the use of artificial intelligence (AI) tools to generate orassistwith responses during interviews (whether in-person or virtual) is notpermitted. This policy is in place tomaintainthe integrity and authenticity of the interview process. 

However, we understand that some candidates may require accommodation that involves the use of AI. Ifsuch anaccommodation is needed, candidates are instructed to contact us in advance at candidateaccommodation@icf.com. Weare dedicated to providingthe necessary support to ensure that all candidates have an equal opportunity to succeed.