ICF
Sales Enablement Manager – State & Local Government
Location:
Remote (U.S.-based) | Preferred: Florida
Travel:
Occasional travel to Reston, VA headquarters or client sites as needed
Description ICF is seeking a
Sales Enablement Manager
to join the Business Development Team supporting a State and Local Government Initiative within ICF’s Energy, Environment, and Infrastructure (EEI) Group. This initiative spans multiple lines of business—Disaster Management, Utility Programs and Services, Climate, Energy and Transportation, and Environment and Planning—focused on delivering sustainable, resilient, and measurable outcomes across the country.
Why You Will Love Working Here
Flexible workplace arrangements and strong work‑life balance
Tuition reimbursement, 401(k) matching, Employee Stock Purchase Plan, and other professional development resources
Donation matching, volunteer opportunities, and community investment initiatives
Key Responsibilities
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, etc.), and government regulatory priorities that impact business pursuits.
Enablement Content, Technology Tools, Pipeline, and Training
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 (e.g., capabilities decks, client‑specific fact sheets, interview slide templates).
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 You Will Bring With You
Bachelor’s degree in Business, Marketing, Public Policy, Communications, or 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.
What We’d Like You to also Bring With You
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 (key players, teaming trends, differentiators).
Familiarity with insight‑selling models (e.g., Challenger Sale, Solution Selling, Value‑Based Selling, MEDDIC, etc.).
Professional Skills
Exceptional written and verbal communication skills, with an ability to simplify complex ideas into persuasive content.
Strong project management and organizational skills, with the ability to juggle multiple priorities.
A collaborative mindset with the ability to lead cross‑functional teams and influence without authority.
A passion for public service, equity, and delivering impact through mission‑driven work.
Working at ICF ICF is a global advisory and technology services provider, but we’re not your typical consultants. We combine unmatched expertise with cutting‑edge technology to help clients solve their most complex challenges, navigate change, and shape the future. We build a workplace that allows everyone to thrive, and we are an equal‑opportunity employer.
Read our EEO policy for more information.
EEO and Reasonable Accommodations We will consider qualified applicants with arrest and conviction records. Reasonable accommodations, including for disabled veterans, individuals with disabilities, and sincerely held religious beliefs, are available at all phases of the application and employment process. All information will be kept confidential and used only as required to provide accommodations. Contact
Candidate Accommodations
at
candidateaccommodation@icf.com
for assistance.
Pay Range Full‑time, nationwide remote office (US99): $107,936.00 – $183,491.00.
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Remote (U.S.-based) | Preferred: Florida
Travel:
Occasional travel to Reston, VA headquarters or client sites as needed
Description ICF is seeking a
Sales Enablement Manager
to join the Business Development Team supporting a State and Local Government Initiative within ICF’s Energy, Environment, and Infrastructure (EEI) Group. This initiative spans multiple lines of business—Disaster Management, Utility Programs and Services, Climate, Energy and Transportation, and Environment and Planning—focused on delivering sustainable, resilient, and measurable outcomes across the country.
Why You Will Love Working Here
Flexible workplace arrangements and strong work‑life balance
Tuition reimbursement, 401(k) matching, Employee Stock Purchase Plan, and other professional development resources
Donation matching, volunteer opportunities, and community investment initiatives
Key Responsibilities
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, etc.), and government regulatory priorities that impact business pursuits.
Enablement Content, Technology Tools, Pipeline, and Training
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 (e.g., capabilities decks, client‑specific fact sheets, interview slide templates).
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 You Will Bring With You
Bachelor’s degree in Business, Marketing, Public Policy, Communications, or 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.
What We’d Like You to also Bring With You
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 (key players, teaming trends, differentiators).
Familiarity with insight‑selling models (e.g., Challenger Sale, Solution Selling, Value‑Based Selling, MEDDIC, etc.).
Professional Skills
Exceptional written and verbal communication skills, with an ability to simplify complex ideas into persuasive content.
Strong project management and organizational skills, with the ability to juggle multiple priorities.
A collaborative mindset with the ability to lead cross‑functional teams and influence without authority.
A passion for public service, equity, and delivering impact through mission‑driven work.
Working at ICF ICF is a global advisory and technology services provider, but we’re not your typical consultants. We combine unmatched expertise with cutting‑edge technology to help clients solve their most complex challenges, navigate change, and shape the future. We build a workplace that allows everyone to thrive, and we are an equal‑opportunity employer.
Read our EEO policy for more information.
EEO and Reasonable Accommodations We will consider qualified applicants with arrest and conviction records. Reasonable accommodations, including for disabled veterans, individuals with disabilities, and sincerely held religious beliefs, are available at all phases of the application and employment process. All information will be kept confidential and used only as required to provide accommodations. Contact
Candidate Accommodations
at
candidateaccommodation@icf.com
for assistance.
Pay Range Full‑time, nationwide remote office (US99): $107,936.00 – $183,491.00.
#J-18808-Ljbffr