State Growth Lead- Texas

Overview

State Growth Lead – State & Local Government Initiative

Location:

Texas (candidate must be located in Texas).Travel:
Moderate travel required to client sites, conferences, and ICF offices.

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. As a State Growth Lead you will drive proactive growth strategies, build a robust pipeline, develop strategic relationships, and secure high‑value contracts with government agencies. You will collaborate 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.

• Month 1 Expectations
  • Understand ICF’s capabilities across Disaster Management, Climate, Energy, Transportation, environmental planning, and Utility Programs and Services.
  • 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.
  • Identify initial pipeline targets and key client relationships in collaboration with delivery leads.
• 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.
  • 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 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.

• 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 Texas state agencies or local government entities in Austin is required.

• Background in 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).

• Flexible workplace arrangements and work‑life balance.
• Tuition reimbursement and access to professional development resources.
• 401(k) matching, Employee Stock Purchase Plan.
• Donation matching and volunteer opportunities.

ICF is an equal opportunity employer. We consider qualified applicants with arrest and conviction records. Reasonable accommodations are available, including for disabled veterans. For more information, please read our EEO policy.