Seller Excellence Lead

ICF • Reston, VA

6d • Remote

About The Position

We are building a more disciplined, modern business development engine in a complex, professional services company. This new role is central to that effort. The Seller Excellence Lead will raise selling effectiveness across ICF’s Energy, Environment, and Infrastructure (EEI) Group by: Providing hands-on, 1:1 coaching that improves real deals in real time, and Building and delivering service- and market-specific training that teaches sellers across the group 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 an EEI-specific training and coaching program that improves outcomes across ICF’s Energy, Environment, and Infrastructure Group, such as increased cross-selling, higher conversion rates, and improve client and prospect satisfaction.

Requirements

• 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.

Nice To Haves

• 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.

Responsibilities

• Provide just-in-time coaching to staff: Coach business leaders, sellers/doers, and subject matter experts on opportunity strategy, client conversations, stakeholder dynamics, value framing, and next-step discipline ahead of prospect and client meetings in target markets Equip leaders to speak credibly and persuasively about outcomes, risk, ROI, and implementation—without turning them into “salespeople.
• Identify, build, and deliver customized trainings on EEI solutions, clients and markets, and skills needed to best engage with our unique set of clients. Develop and lead training tailored to EEI’s environment (professional services, technology products, regulated markets, long sales cycles, complex stakeholders) and core services Teach our selling motions: how we qualify, work with clients to identify problems and challenges, craft solutions, and clarify needs. Teach our teams the full capabilities, services, and expertise EEI brings to clients to improve cross-selling and deepen client relationships and trust. Create segment-specific training aligned to EEI buyer types and markets (e.g., utilities, state & local, federal, commercial non-utility, where applicable).
• Develop microlearning and just-in-time enablement tools: Design EEI-specific 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, and periodic refreshers.
• 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 interventions and coaching approach.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 1-10 employees