ICF
Sales Enablement Manager – State & Local Government
Location: Remote (U.S.-based). Preferred location: Florida. Occasional travel to Reston, VA headquarters or client sites as needed.
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.
In this newly created role, you will be responsible for designing and executing the sales enablement strategy to support growth in the state and local government sector.
Why You Will Love Working Here
Quality of life: Flexible workplace arrangements, work-life balance
Investment in you: Tuition reimbursement, access to professional development resources, 401k matching, Employee Stock Purchase Plan
Investment of the community: Donation matching, volunteer opportunities
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.
Participate in seller coaching sessions and client-facing meetings.
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, and regulatory priorities.
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.
Create targeted onboarding and training experiences for new sellers and delivery staff.
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 that combines expertise with cutting‑edge technology to help clients solve complex challenges, navigate change, and shape the future.
We are an equal opportunity employer. For more information, please read our EEO policy.
We will consider for employment qualified applicants with arrest and conviction records.
Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation, please email
Candidateaccommodation@icf.com .
Pay Range $107,936.00 - $183,491.00 Nationwide Remote Office (US99)
#J-18808-Ljbffr
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.
In this newly created role, you will be responsible for designing and executing the sales enablement strategy to support growth in the state and local government sector.
Why You Will Love Working Here
Quality of life: Flexible workplace arrangements, work-life balance
Investment in you: Tuition reimbursement, access to professional development resources, 401k matching, Employee Stock Purchase Plan
Investment of the community: Donation matching, volunteer opportunities
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.
Participate in seller coaching sessions and client-facing meetings.
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, and regulatory priorities.
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.
Create targeted onboarding and training experiences for new sellers and delivery staff.
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 that combines expertise with cutting‑edge technology to help clients solve complex challenges, navigate change, and shape the future.
We are an equal opportunity employer. For more information, please read our EEO policy.
We will consider for employment qualified applicants with arrest and conviction records.
Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation, please email
Candidateaccommodation@icf.com .
Pay Range $107,936.00 - $183,491.00 Nationwide Remote Office (US99)
#J-18808-Ljbffr