ICF is hiring a Sales Enablement Manager to join the Business Development Team for our State and Local Government Initiative within the Energy, Environment, and Infrastructure Group. This newly created, remote role is responsible for designing and executing the sales enablement strategy to support growth in the state and local government sector, serving as a critical connector across active sellers.
What You'll Do
- Develop a 3-year sales enablement roadmap tailored to the State & Local Government Initiative, and translate that into a tactical execution plan.
- Act as a central resource to coordinate enablement across four lines of business (UPS, Disaster Management, CET, and Environment & Planning).
- Participate in seller coaching sessions and client-facing meetings to reinforce ICF’s differentiated approach.
- Build and foster a learning culture that promotes collaboration, knowledge-sharing, and sales excellence.
- Serve as a thought partner to the VP of Business Development to identify resource gaps and implement staffing strategies.
- Track key performance indicators (KPIs) and measure the ROI of sales enablement activities.
- Maintain situational awareness of state-level policy developments, funding streams (e.g., CDBG, HMGP, IRA), and government regulatory priorities that impact business pursuits.
- Lead efforts to centralize and maintain a content hub of sales materials, templates, value propositions, and past performance.
- Collaborate with proposal and capture teams to develop reusable proposal content and pursuit assets.
- Create targeted onboarding and training experiences for both new sellers and delivery staff involved in business development.
- Build tools to differentiate ICF’s offering in competitive procurements—such as landscape assessments, heatmaps, and value calculators.
- Drive adoption of insight-selling methodologies and help sellers tailor their approach to public sector clients.
What We're Looking For
- Bachelor's degree in Business, Marketing, Public Policy, Communications, or a related field.
- 7+ years of relevant experience in sales enablement, business development, capture, product marketing, or sales strategy.
- 3+ years of experience directly supporting state and local government pursuits—either as a consultant, contractor, or sales enablement lead.
Nice to Have
- Knowledge of state/local government procurement, public sector contracting vehicles, and state/local funding programs (e.g., FEMA grants, CCI programs, IRA-funded initiatives).
- Experience using Dynamics CRM or similar systems (e.g., Salesforce, HubSpot); comfort with sales tech stacks (e.g., Seismic, Marketo, Power BI).
- Strong PowerPoint and Excel skills—able to build compelling decks and analyze opportunity pipelines or performance data.
- Experience working in a matrixed consulting firm or professional services environment.
- Deep understanding of the competitive landscape in public sector consulting.
- Familiarity with insight-selling models (e.g., Challenger Sale, Solution Selling, Value-Based Selling, MEDDIC).
Technical Stack
- CRM: Dynamics CRM, Salesforce, HubSpot
- Sales Enablement: Seismic, Marketo
- Analytics & Productivity: Power BI, PowerPoint, Excel
Team & Environment
This role reports to the VP of Business Development and works across business development, marketing, capture, proposal, and delivery teams, supporting a group of 25–35 active sellers.
Benefits & Compensation
- Compensation range: $107,936.00 - $183,491.00
- Flexible workplace arrangements
- Work-life balance
- Tuition reimbursement
- Access to professional development resources
- 401k matching
- Employee Stock Purchase Plan
- Donation matching
- Volunteer opportunities
Work Mode
This is a fully remote position for U.S.-based candidates. Preferred locations include California, Florida, and North Carolina.
We are an equal opportunity employer.
