ICF is a leading global consulting and technology services company at the forefront of AI-driven digital modernization. Combining deep domain expertise with cutting edge technologies, advanced analytics, and human-centered practices to help federal agencies achieve a step change in productivity and mission impact. With a team of nearly 2,000 multidisciplinary technologists and an expansive ecosystem of over 30 platform partners, ICF delivers scalable, innovative solutions across the federal government, from AI and cloud to open source, low-code platforms, and data analytics. As we expand our technology footprint across the federal marketplace, we are looking for experienced Federal growth leaders to drive the next chapter of our impact.
As an experienced business development professional, you will bring your robust business acumen, intuitive selling and closing skills and honed business expansion experience to ICF. In this role, you will drive and deliver robust growth throughout the DoW portfolio with a primary focus on Air Force and Fourth Estate. You will be responsible for the full lifecycle of business development activities to include building, qualifying, and managing a robust pipeline, and confidently shaping and winning large single award opportunities, working collaboratively with lines of business, capture and proposal teams.
The Senior Director, DoW Account Lead role is focused on new sales, and building direct federal customer relationships within the federal marketplace to position ICF as a trusted advisor and ensure sustained YoY growth and market expansion. Knowledge and experience in marketing capabilities in the areas of application development and digital modernization is required, and knowledge of open source, Cloud and low-code/no-code platforms such as ServiceNow, Salesforce, and Appian and AI-enabled solutions is a significant plus.
This position is based in the Washington, DC area and follows a hybrid work model, targeting a minimum of two days per week in ICF’s HQ Reston, VA office.
Responsibilities:
Identifies, shapes, and wins unrestricted, prime digital modernization opportunities to enable DoW YoY growth and footprint expansion within the department.
Develops, builds, and owns a 3-year strategic growth plan and effectively owns and manages an active 24-month pipeline
Strengthens, expands and nurtures customer relationships to gain trusted advisor status and delivers sustained growth.
Identifies, develops, and implements near-term and long-term win strategies that provide the business an opportunity to grow revenue.
Nurtures & sustains partner relationships that align with market growth and business development objectives.
Represent ICF in conferences and industry events including external speaking engagements and meetings with clients.
Develops and supports strategic partnerships with government and industry leaders, driving innovation, and new business opportunities.
Interacts regularly with senior management/executives from multiple areas within the company to include briefings and presentations on sales initiatives and outcomes.
Partners with lines of business to support overall strategic planning and linking pursuits/capture activities that support the business development metrics for awards submits, and pipeline growth in IT modernization.
What you must have:
Bachelor’s Degree in business or IT related fields
10+ years of demonstrated experience selling IT work within the federal market
10+ years of building and executing client call plans, shaping requirements, and leading business development strategies in a collaborative team environment.
8+ years selling application development and digital modernization solutions in the federal market.
8+ years of demonstrated and verifiable contract awards valued over $50M, in addition to IDIQ vehicles.
8+ years establishing relationships with federal clients and solution partners across the Department of War with a primary focus on Air Force and Fourth Estate.
2+ years selling modern AI-enabled solutions to the federal market place
Demonstrated experience working with program teams to identify capabilities and potential opportunities in adjacent and alike markets.
Exemplary presentation and communication skills, including authoring white papers, and responding to RFI’s and other presentation materials.
Demonstrated success in developing and presenting complex ideas to executive audiences and effectively articulating customer positions, status, and strategies to senior management in a clear, concise, and decisive manner.
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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:
$173,945.00 - $295,706.00Reston, VA (VA30)Skills Required
- Bachelor's Degree in business or IT related fields
- 10+ years of experience selling IT work within the federal market
- 10+ years of experience building and executing client call plans
- 8+ years of experience selling application development and digital modernization solutions
- 8+ years of demonstrated and verifiable contract awards valued over $50M
- 8+ years of established relationships with federal clients and solution partners
- 2+ years of selling modern AI-enabled solutions
- Demonstrated experience working with program teams to identify capabilities
- Exemplary presentation and communication skills
ICF Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about ICF and has not been reviewed or approved by ICF.
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Healthcare Strength — Healthcare coverage appears comprehensive, with multiple medical plan options plus dental and vision coverage. Mental-health support is also emphasized through an EAP offering therapy and coaching sessions alongside other wellbeing resources.
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Retirement Support — Retirement benefits include a 401(k) match with immediate vesting, which strengthens the long-term value of the package. An employee stock purchase plan is also described as available, adding another savings/ownership pathway.
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Parental & Family Support — Family-building benefits include fertility/surrogacy and adoption reimbursements and additional support services for parents. These programs broaden the total rewards proposition beyond base pay.
ICF Insights
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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