Sales Enablement Manager – State & Local Government
Location: Remote (U.S.-based) | Preferred Locations: California, Florida, North Carolina
Travel: Occasional travel to Reston, VA headquarters or client sites as needed
About the Job
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, including Disaster Management, Utility Programs and Services, Climate, Energy, and Transportation, and Environment and Planning; with a focus on delivering sustainable, resilient, and measurable outcomes across the country.
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. This work supports a fast-moving, highly collaborative team charged with pursuing government-funded work related to energy efficiency, climate resilience, emergency preparedness and response, and infrastructure resilience. You’ll serve as a critical connector across our 25–35 active sellers, helping them pursue new work in California, Florida, North Carolina, and beyond.
This is a highly visible role requiring coordination across business development, marketing, capture, proposal, and delivery teams. Your success will accelerate our ability to win high-impact local government work and help communities prepare for climate challenges and transitions.
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!)
Key Responsibilities
Leadership and Strategy
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 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 their expertise and collaborate with others to achieve personal and professional goals. For more information, please read our EEO policy.
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 [email protected] and we will be happy to assist. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations.
Read more about workplace discrimination rights or our benefit offerings which are included in the Transparency in (Benefits) Coverage Act.
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 or assist with responses during interviews (whether in-person or virtual) is not permitted. This policy is in place to maintain the integrity and authenticity of the interview process.
However, we understand that some candidates may require accommodation that involves the use of AI. If such an accommodation is needed, candidates are instructed to contact us in advance at [email protected]. We are dedicated to providing the 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:
$107,936.00 - $183,491.00Nationwide Remote Office (US99)
