State Growth Lead- California

ICF Olson; California (MO); Hybrid; USD 144,000 - 244,000; Full time

Benefits offered by this job

Tuition reimbursement

401k matching

Employee Stock Purchase Plan

Volunteer opportunities

Donation matching

Flexible workplace arrangements

Job summary

ICF is seeking a State Growth Lead to expand our State and Local Government footprint in California. You will drive proactive growth strategies, build a robust pipeline, and forge strategic relationships with state agencies and local government partners.

You will collaborate with BD, delivery, and marketing teams to pursue opportunities, shape programs, and win high-value contracts, with moderate travel and a focus on impact across climate resilience, infrastructure, and energy programs.

Qualifications

• Bachelor's degree required and 10+ years in business development or capture in the public sector, preferably state and local markets.
• 3+ years using structured capture processes (e.g., Shipley, APMP, MEDPICC).
• Experience engaging with California state agencies or local government entities is required.

Responsibilities

• Drive proactive growth strategies in focused states and build a robust pipeline.
• Develop strategic relationships and secure high-value contracts with government agencies.
• Collaborate with subject matter experts, proposal teams, marketing, and delivery staff to pursue opportunities.

Skills

Business development experience

Capture management

Public sector experience

California state agencies experience

Education

Bachelor's degree

Tools

Dynamics

Salesforce

Job description

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 their expertise and collaborate with others to achieve personal and professional goals. For more information, please read ourEEO 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 [e-mail] 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 aboutworkplacediscriminationrights or our benefit offerings which are included in theTransparency in (Benefits) Coverage Act.

Candidate AI Usage Policy

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 [e-mail]. We are dedicated to providing the necessary support to ensure 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 - $244,385.00 California Remote Office (CA99)

Need help? We're here: [e-mail]

About ICF

ICF is a global consulting and technology services company with approximately 9,000 employees, but we are not your typical consultants. At ICF, business analysts and policy specialists work together with digital strategists, data scientists and creatives. We combine unmatched industry expertise with cutting-edge engagement capabilities to help organizations solve their most complex challenges. Since 1969, public and private sector clients have worked with ICF to navigate change and shape the future. Learn more at icf.com.