ICF is looking for a Business Development Specialist to drive growth by identifying prospects, understanding their needs, and developing pathways to engage them effectively. This role shapes the front end of the sales process by researching markets, segmenting prospects, tailoring outreach, and ensuring sales managers receive well-developed leads.

What You'll Do

Source and identify new leads from direct and indirect marketing, regulatory research, referrals and other outbound/inbound channels.
Develop outreach plans for new business opportunities in alignment with company strategy.
Partner closely with corporate marketing and business development leaders to design campaigns and messaging.
Conduct research into target organizations, markets, and services to surface demand signals.
Maintain disciplined organization of outreach, follow-ups, and engagement tracking.
Track lead status and engagement in CRM tools, maintaining clean and actionable records.
Monitor market and regulatory activity to surface new opportunities and inform outreach strategies.
Gather key information on budget, authority, need, and timing to prepare business development managers for lead qualification.

What We're Looking For

Bachelor’s degree in Business, Marketing, Public Policy, Environmental Science, Engineering, or related field.
3+ years of experience in lead generation, sales development, or business development—ideally in the utilities, energy, or infrastructure sectors.

Nice to Have

Proven success in identifying and qualifying leads.
Familiarity with utility market dynamics, regulatory landscapes, energy efficiency and decarbonization programs and procurement cycles.
Proficiency with CRM platforms (e.g., Salesforce).
Familiarity with tools such as Outreach.io, Demandbase, or ZoomInfo.
Excellent verbal and written communication skills, with the ability to tailor messaging for various audiences.
Strong organizational skills and a detail-oriented approach to managing outreach pipelines.
A proactive, self-starter attitude with a natural curiosity to dig for leads and uncover opportunity signals.
A results-driven approach to building a healthy and measurable sales pipeline.
Ability to balance strategic thinking with day-to-day execution of lead generation and outreach activities.
Comfort working in a collaborative, fast-paced, and cross-functional environment.