ICF · 3 days ago
State Growth Lead- Remote
United States
Full-time
Remote
Senior Level, Lead/Staff
$119K/yr - $202K/yr
10+ years expICF is hiring State Growth Leads to join their Energy, Environment, and Infrastructure (EEI) Group and help expand their presence in the State and Local Government market. The role involves driving growth strategies, building relationships, and securing contracts with government agencies while collaborating with various teams within ICF.
ConsultingInformation TechnologyProfessional Services
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
Qualification
Required
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 Florida state agencies or local government entities in Tallahassee is required
Preferred
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)
Benefits
Flexible workplace arrangements
Work-life balance
Tuition reimbursement
Access to professional development resources
401k matching
Employee Stock Purchase Plan
Donation matching
Volunteer opportunities
Company
ICF
ICF is a global consulting and technology services provider focused on making big things possible for our clients.
5001-10000 employees
H1B Sponsorship
ICF has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (29)
2024 (31)
2023 (35)
2022 (29)
2021 (31)
2020 (38)
Funding
Current Stage
Public CompanyTotal Funding
$59MKey Investors
New York State Department of TransportationU.S. Environmental Protection Agency
2023-02-13Grant· $29M
2021-03-15Grant· $30M
2006-09-28IPO
Leadership Team
John Wasson
Chairman, President and Chief Executive Officer
James Morgan
Chief Operating Officer and EVP
Recent News
2026-01-15
2025-12-15
2025-12-08
Company data provided by crunchbase