State Growth Lead- California

ICF•Sacramento, CA

4d•$143,756 - $244,385•Remote

About The Position

ICF is seeking State Growth Leads to join our Energy, Environment, and Infrastructure (EEI) Group to expand our presence in the State and Local Government market across high-priority states. Our multidisciplinary teams serve clients across climate resilience, disaster recovery, energy efficiency, infrastructure, transportation, and environmental planning. This role drives proactive growth strategies in focused states, responsible for building a robust pipeline, developing strategic relationships, and securing high-value contracts with government agencies. The State Growth Lead will collaborate with subject matter experts, proposal teams, marketing, and delivery staff to pursue opportunities aligned with ICF’s core capabilities and values. This is a high-impact role offering autonomy, visibility, and the opportunity to shape how ICF partners with state and local agencies on pressing issues.

Requirements

Bachelor's degree
10+ years of business development or capture experience in the public sector, preferably state and local markets.
3+ years of experience using structured capture processes (e.g., Shipley, APMP, MEDPICC, etc.)
Experience engaging with California state agencies or local government entities is required

Nice To Haves

Background in one or more of the following sectors: climate adaptation, disaster recovery, infrastructure, transportation, energy efficiency, or environmental consulting.
Track record of leading and winning pursuits of $10M+ in total contract value.
Demonstrated understanding of government funding and procurement cycles at the state and local level.
Experience working with or for a state agency, city government, or county government.
Master’s degree or professional certification (e.g., APMP, CPCM) preferred.
Familiarity with CRM and pipeline tools (e.g., Dynamics, Salesforce).

Responsibilities

Understand ICF’s capabilities across Disaster Management (DM); Climate, Energy, and Transportation (CET); environmental planning (E&P); and Utility Programs and Services (UPS).
Learn ICF’s business development and capture management processes.
Meet with key leaders across BD, Delivery, and Marketing teams.
Build a landscape of your assigned state: agencies, priorities, funding flows, and recent awards.
In collaboration with delivery leads, identify initial pipeline targets and key client relationships.
Build a qualified pipeline of at least $50M in identified or anticipated opportunities.
Actively lead at least five pursuits across your assigned region.
Develop win strategies and lead opportunity shaping efforts.
Attend relevant conferences, industry events, and client briefings.
Review competitive proposals.
Identify and negotiate teaming relationships with local partners or primes.
Actively engage with key ICF stakeholders across all four EEI lines of business.
Close new business totaling $20M+ in contract value.
Contribute to statewide or regional growth strategy planning efforts.
Co-develop state-specific marketing campaigns with support from ICF’s marketing team.
Develop value propositions and pursuit playbooks for recurring opportunity types.
Champion cross-ICF collaboration and alignment between technical and BD teams.
Maintain accurate CRM updates, forecasts, and pursuit documentation.