Business Development Manager - Energy Development

We are looking for a Business Development (BD) Manager to join the Environment Infrastructure and Energy (EEI) Business Development (BD) team and help us grow our business in the energy sector.

The energy infrastructure market is undergoing rapid growth as increasing power demand, grid modernization, and investment in generation, transmission, storage, and natural gas assets create new development opportunities. Energy investors and energy project developers need strategic partners who can help them navigate complex market, regulatory, financing, and technical challenges while maximizing project value and reducing development risk. We are looking for an energetic, passionate, and driven BD Manager to help investors and developers across North America solve some of the biggest challenges facing the future of energy.

As a BD Manager, you will be expected to build, qualify, and manage a pipeline of opportunities that will position ICF for significant growth over the next two years. Learn more about our Energy Development services here. Energy Project Development Services | ICF

ICF is a mission-driven company filled with people who care deeply about improving the lives of others and making the world a better place. We seek candidates who are committed to fostering an inclusive workplace and who value diverse perspectives, backgrounds, and experiences as drivers of innovation and business success. 

This position is a US based remote position. The preferred location for the candidate is In Dallas, Houston, or New York.

This role includes a variable/incentive compensation component tied to closed sales volume, consistent with the high-volume, high-velocity nature of this business.

What you will be doing:

Month 1 Expectations:

• Be able to communicate the value and components of ICF’s core solution set for energy investors and developers.

• Learn and demonstrate understanding of ICF’s business development processes.

• Develop relationships with key business partners across the Energy & Digital Infrastructure Development and Investment (EDI) line of business and within the business development team.

• In partnership with the delivery team, create a targeted pipeline of new energy developers and investors and contacts, by offering, and begin qualifying leads.

• In partnership with the delivery team, collaborate to create a list of expansion opportunities with key existing clients.

• Learn ICF’s tiered pursuit framework — lightweight qualification and win-planning for standard, high-volume opportunities, with the full capture process (gate reviews, red team, formal win strategy) reserved for strategic or large pursuits.

First 6 months expectations:

• Develop a qualified pipeline of at least $6M (approximately 50+ qualified opportunities, consistent with the $70-120K average deal size of this business).

• Consistently manage 10-15 concurrent pursuits. For standard opportunities (generally under $250K), own qualification and pipeline coordination while partnering with seller-doers on discovery and proposal development; for strategic or large pursuits, lead the full sale lifecycle from qualification through proposal creation and follow-up after technology demo (as applicable).

• Apply a lightweight qualification and win-plan checklist for standard, high-volume opportunities, and a fully documented win strategy for strategic or large pursuits.

• Participate in activities such as pipeline reviews, forecasting, gate reviews (for large, strategic pursuits), and proposal reviews; maintain disciplined CRM hygiene to support accurate deal-count, win-rate, and cycle-time reporting.

• Coach and enable seller-doers to independently qualify and triage opportunities at volume (using BANT methodology) and maintain existing client relationships to foster growth opportunities.

• Develop relationships with key business development leaders across ICF’s four operating groups and within our corporate center of excellence.

• Track pipeline throughput (win rate, average sales cycle length, and monthly count of qualified opportunities added) as leading sales indicators, alongside dollar-based pipeline and sales targets.

First 12–18-months expectations:

• Achieve sales of $3M, sustained through a steady-state cadence of 3+ closed deals per month.

• Actively engage in and contribute to relevant strategy development and business planning.

• Work in coordination with subject matter experts (SMEs) and marketing team to develop thought leadership, targeted campaigns, and social media activity.

• Leverage qualified leads generated through Sales Enablement efforts to develop client relationships, identify opportunities, and drive revenue growth across the energy development market.

• Participate in business planning activities to include regular pipeline and gate reviews, as well as proposal reviews; diligently maintain CRM notes and reports/updates on opportunities.

• Create business plans and business models, value propositions, and win strategies to increase ICF’s solution offerings with existing and new energy investors and developers, to include our market analysis, planning, and siting platform, Energy Insite.  

• Leverage strategic input from critical partners, including executive leadership, account leads, and line of business leadership and synthesize inputs and direction into winning tactics and actions.

Required Qualifications and Experience:

• 5+ years of prior business development experience managing a high-volume, multi-deal pipeline (capture management experience is a plus). Preference given to candidates with experience in the energy development sector who can demonstrate market and domain knowledge.

• Demonstrated track record of leading multiple concurrent pursuits and consistently closing new business, with cumulative annual production of $3M+, reflecting a high-volume, multi-deal sales motion rather than a small number of large deals.

• 3+ years of experience following a structured and disciplined sales process, including methodologies, processes and artifacts, scaled appropriately to deal size and volume.

• Demonstrated experience managing a high-volume, multi-deal pipeline (10+ concurrent opportunities) with disciplined CRM hygiene and accurate forecasting.

• Proven outbound prospecting ability, including hands-on experience with LinkedIn Sales Navigator (or equivalent), to build and sustain top-of-funnel pipeline volume.

Preferred skills/experience:

• Experience supporting the development, financing, or acquisition of energy infrastructure assets, including generation, transmission, storage, and/or natural gas projects.

• Bachelor's degree.

Professional skills:

• Excellent written and verbal communication skills with outstanding interpersonal facilitation and negotiation skills.

• Demonstrated high business acumen, project management skills/focus, advocacy skills to drive the win, with the ability to manage by influence.

• Strong organizational skills, initiative, and commitment to high-quality work.

• Ability to apply critical thinking and properly analyze and qualify opportunities, including sound recommendations for go/no-go decisions.

• Excellent interpersonal skills and ability to gain support and establish working relationships with program/project managers, technical leads, SMEs, peers, and all levels of internal staff.

• Willingness to travel to client sites, ICF offices and conferences as required.

Bot and Third-Party Applications

Please note that this application must be submitted directly by the applicant for consideration. Failure to do so may result in the application being excluded for consideration.  Applicants needing an accommodation for disability or religious purposes in connection with the application process should contact [email protected] for assistance.

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.

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:

$131,256.00 - $223,134.00Nationwide Remote Office (US99)