State Growth Lead- California

About the role

ICF is hiring State Growth Leads to join our Energy, Environment, and Infrastructure (EEI) Group and help expand our presence in the State and Local Government market across high-priority states. Our multidisciplinary teams serve clients across climate resilience, disaster recovery, energy efficiency, infrastructure, transportation, and environmental planning. This is an exciting time to join ICF, as public-sector funding for state and local climate and infrastructure solutions continues to grow. As a State Growth Lead, you will drive proactive growth strategies in focused states. You'll be responsible for building a robust pipeline, developing strategic relationships, and securing high-value contracts with government agencies. You will work closely with subject matter experts, proposal teams, marketing, and delivery staff to pursue opportunities that align with ICF's core capabilities and values. This is a high-impact role with autonomy, visibility, and the opportunity to shape how ICF partners with state and local agencies on some of the most pressing issues of our time. 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 And many, many more (Ask your recruiter for more details!)

Responsibilities

• Month 1 Expectations
• 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.
• First 6 Months Expectations
• 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.
• 12-18 Month Expectations
• 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.
• What we need you to have (minimum qualifications):
• 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 California state agencies or local government entities is required
• What we would like you to have (preferred skills):
• 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).
• 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 will consider for employment qualified applicants with arrest and conviction records.
• Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individu

Benefits

Additional Information

State Growth Lead - State & Local Government Initiative Location: Candidates must be located in California Travel: Moderate travel required to client sites, conferences, and ICF offices

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