ICF

Business Development Specialist

ICF

full-time

Posted on:

Location Type: Remote

Location: Virginia • United States

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Salary

💰 $81,499 - $138,549 per year

About the role

  • 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.

Requirements

  • 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.
  • 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.
Benefits
  • Flexible workplace arrangements
  • Work-life balance
  • Donation matching
  • Volunteer opportunities
  • Tuition reimbursement
  • Access to professional development resources
  • 401k matching
  • Employee Stock Purchase Plan
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
lead generationsales developmentbusiness developmentCRM proficiencyregulatory researchmarket researchoutreach planninglead qualificationenergy efficiency programsdecarbonization programs
Soft Skills
verbal communicationwritten communicationorganizational skillsdetail-orientedproactive attitudeself-starterstrategic thinkingresults-drivencollaborativecuriosity