Senior Account Specialist - Public Sector Strategic Sales - Remote; LA, California)

Title:

Senior Account Specialist
- Public Sector Strategic Sales

Location:

Remote, California

Join Our Team as a Senior Account Specialist! Are you a proven relationship salesperson who knows how to turn complex public sector challenges into actionable projects? ICF is looking for an experienced Senior Account Specialist to build trusted relationships with public agencies and help them advance comprehensive energy efficiency facility retrofits, infrastructure upgrades, and resiliency initiatives. You will engage hard-to-reach agencies and decision-makers, uncover priorities, align solutions with available budgets, and move opportunities from early interest to funded, executable projects.

• Strategic Relationship Sales:
  Develop trusted, long-term relationships with public agency leaders, facility teams, finance and procurement staff, sustainability professionals, and other key stakeholders.
• Consultative Selling:
  Lead discovery conversations to understand operational needs, budget constraints, infrastructure risks, and organizational priorities, then connect agencies with practical energy and resiliency solutions.
• Sector Activation:
  Engage and activate difficult-to-reach agencies, departments, and lines of business by navigating complex stakeholder environments and creating compelling reasons to act based on financial drivers and energy goals.
• Pipeline Development:
  Drive market expansion by identifying, prospecting, and activating new public agencies and departments within the assigned territory, while building and managing a qualified pipeline of comprehensive retrofit, upgrade, and resiliency opportunities through long and complex public-sector sales cycles.
• Customer Leadership:
  Serve as a credible advisor who coordinates internal technical resources, contractors, and program partners while maintaining a high quality customer experience.

This home-based role offers flexibility and meaningful field engagement across California. The position requires approximately 25-40% travel within the assigned territory to support business development, client engagement, and project opportunities. If you are energized by complex relationship sales, motivated by measurable community impact, and skilled at helping public agencies move from planning to implementation, we want to hear from you.

• 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 details!)

• Opportunity Development:
  Identify and advance comprehensive energy efficiency, electrification, facility modernization, and resiliency opportunities across public agency portfolios.
• Planning and Prioritization:
  Help agencies translate audits, facility needs, and resiliency goals into phased project plans that prioritize available budget, operational urgency, savings potential, and maximum community impact.
• Stakeholder Alignment:
  Build consensus among executives, facility operators, finance teams, procurement staff, elected or appointed leaders, and external partners to support project decisions and implementation.
• Sales Execution:
  Develop account strategies, establish next steps, address barriers, maintain accurate forecasts, and consistently progress opportunities toward commitment and implementation.
• Market Intelligence:
  Capture customer feedback, procurement considerations, funding barriers, and emerging public-sector needs to strengthen program offerings and outreach…