Responsibilities

• Building and advancing a pipeline of utility opportunities across North America
• Owning the full sales lifecycle, including qualifying, pursing and supporting the writing of the proposal in collaboration with delivery, technology, product, and leadership teams across the division.
• Your focus will include selling:
• Sightline and other technology platforms
• Consulting‑led program delivery, analytics, data, and AI‑enabled solutions
• Integrated offerings tailored to each utility’s strategy, maturity, and regulatory environment
• First 30 Days
• Develop a strong command of Sightline, ICF’s broader technology solutions, ICF’s energy efficiency offerings, and how they integrate with consulting services
• Learn and apply ICF’s business development and capture processes
• Build relationships with utility sales, delivery, and technology leaders across EEI

Requirements

• 12+ years in business development, sales, or capture management
• Experience selling into the utility or energy sector
• Proven success managing multiple complex pursuits and closing $5M+ annually
• Experience selling software solutions (preferably SaaS), ideally alongside consulting or services
• Proficiency managing the full sales lifecycle using CRM tools

Preferred

• Bachelor’s degree
• Capture or proposal management certifications (APMP, Shipley, CPCM)
• Experience selling technology-enabled or AI-supported solutions
• Familiarity with tools such as Highspot, Outreach, Demandbase, or Introhive