Energy State Growth Lead

ICF•Reston, VA

3d•Remote

About The Position

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.

Requirements

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

Nice To Haves

Strong client relationship and account leadership skills within the energy sector
Strong understanding of 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 move fluidly between strategy and details—spotting risks/omissions in pipeline data, proposals, and client communications while keeping focus on the growth objective.
Ability to translate goals into clear plans, milestones, and owners; monitors progress rigorously and course‑corrects to meet commitments.
Proactively starts the hard things, closes loops quickly, and upholds governance rules and processes
Re‑prioritizes in real time as markets, clients, and internal demands shift and makes sound tradeoffs and communicates them transparently.
Synthesizes inputs across policy, regulatory, and technical domains to keep teams aligned on the next best action.

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.