State Growth Lead- California
ICF
Sacramento, California
Full-Time
$50
RemoteManager
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
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!)
What you will be doing:
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 can only solve the world's toughest challenges by building a workplace that allows everyone to thrive. We are an equal opportunity employer.Together, our employees are empowered to share theirexpertiseand collaborate with others to achieve personal and professional goals. For more information, please read our EEOpolicy.
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 withsincerely heldreligious beliefs, in all phases of the application and employment process. To requestan accommodation,please email Candidateaccommodation@icf.com and we will be happy toassist. All information you provide will be kept confidential and will be used only to the extentrequiredto provide needed reasonable accommodations.
Read more about workplace discrimination rightsor our benefit offerings which are included in the Transparency in (Benefits) CoverageAct.
At ICF, we are committed to ensuring a fair interview process for all candidates based on their own skills and knowledge. As part of this commitment, the use of artificial intelligence (AI) tools to generate orassistwith responses during interviews (whether in-person or virtual) is notpermitted. This policy is in place tomaintainthe integrity and authenticity of the interview process.
However, we understand that some candidates may require accommodation that involves the use of AI. Ifsuch anaccommodation is needed, candidates are instructed to contact us in advance at candidateaccommodation@icf.com. Weare dedicated to providingthe necessary support to ensure that all candidates have an equal opportunity to succeed.
Pay Range - There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position.
The pay range for this position based on full-time employment is:
$143,756.00 - $244,385.00California Remote Office (CA99)