Ready to make a difference?
We are seeking a Business Development Specialist who excels at uncovering and advancing new business opportunities. This role is central to driving growth by identifying the right prospects, understanding their needs, and developing pathways to engage them effectively. You will shape the front end of the sales process by researching markets, segmenting prospects, tailoring outreach, and ensuring sales managers receive well-developed leads. Success in this position requires a balance of strategic insight, research-driven execution, and meticulous follow-up to build a strong and actionable pipeline.
Why you will love working here:
- Quality of life: Flexible workplace arrangements, work-life balance
- Investment of the community: Donation matching, volunteer opportunities
- Investment in you: Tuition reimbursement, access to professional development resources, 401k matching, Employee Stock Purchase Plan
- And many, many more: (Ask your recruiter for more
Key Responsibilities
- Source and identify new leads from direct and indirect marketing, regulatory research, referrals and other outbound/inbound channels.
- Develop outreach plans for new business opportunities in alignment with company strategy, with a working understanding of core services and solutions.
- Partner closely with corporate marketing and business development leaders to design campaigns and messaging that resonate with prospective clients.
- Conduct research into target organizations, markets, and services to surface demand signals and fully develop opportunities.
- Maintain disciplined organization of outreach, follow-ups, and engagement tracking to ensure progress is measurable and actionable. Track lead status and engagement in CRM tools, maintaining clean and actionable records.
- Monitor market and regulatory activity to surface new opportunities and inform outreach strategies.
- Gather key information on budget, authority, need, and timing to prepare business development managers for lead qualification and pursuit.
Required Qualifications
- Bachelor’s degree in Business, Marketing, Public Policy, Environmental Science, Engineering, or related field.
- 5+ years of experience in lead generation, sales development, or business development—ideally in the utilities, energy, or infrastructure sectors.
Preferred Skills and Experience
- Proven success in identifying and qualifying leads.
- Familiarity with utility market dynamics, regulatory landscapes, energy efficiency and decarbonization programs and procurement cycles.
- Proficiency with CRM platforms (e.g., Salesforce), plus familiarity with tools such as Outreach.io, Demandbase, or ZoomInfo.
- Excellent verbal and written communication skills, with the ability to tailor messaging for various audiences.
- Strong organizational skills and a detail-oriented approach to managing outreach pipelines.
- A proactive, self-starter attitude with a natural curiosity to dig for leads and uncover opportunity signals.
- A results-driven approach to building a healthy and measurable sales pipeline.
- Ability to balance strategic thinking with day-to-day execution of lead generation and outreach activities.
- Comfort working in a collaborative, fast-paced, and cross-functional environment.
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.
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 [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:
$81,499.00 - $138,549.00Nationwide Remote Office (US99)Top Skills
What We Do
ICF is a leading global solutions and technology provider with approximately 9,000 employees in industries across the public and private sectors. We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change, and shape the future.
Why Work With Us
At ICF, we’ve built a culture rooted in expertise, innovation, and purpose—enabling us to build a more prosperous and resilient world for all. When our employees grow, our solutions thrive—regardless of your role, team, or location, you’ll have opportunities to make connections, build community, and take action to develop your career.
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