Description

Ready to make a difference?

We are seeking a Business Development Specialist who excels at uncovering and advancing new business opportunities. This role is central to driving growth by identifying the right prospects, understanding their needs, and developing pathways to engage them effectively. You will shape the front end of the sales process by researching markets, segmenting prospects, tailoring outreach, and ensuring sales managers receive well-developed leads. Success in this position requires a balance of strategic insight, research-driven execution, and meticulous follow-up to build a strong and actionable pipeline.

Why you will love working here:

• 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

Key Responsibilities

• 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.

Required Qualifications

• 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.

Preferred Skills and Experience

• 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.

Working at ICF

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: