Title: Senior Account Specialist - Public Sector Strategic Sales

Location: Remote, California

Are you a proven relationship salesperson who knows how to turn complex publicsector 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.

Key Responsibilities:

• 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 highquality 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.

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 details!)

Additional Responsibilities:

• 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 strategies.

What we need you to have (minimum qualifications):

• Bachelor's Degree (or applicants can substitute one year of related experience for one year of education)
• 5+ years of demonstrated success in consultative, relationship-based sales, business development, or strategic account management involving complex solutions and multiple decision-makers• Must have a valid driver's license and successfully pass a Motor Vehicle Records (MVR) check

What we would like you to have:

• Proven success opening, developing, and growing complex accounts in public sector, institutional, utility, energy services, infrastructure, technology, engineering, or a related market.
• Demonstrated ability to engage difficult sectors or lines of business and convert low awareness, competing priorities, or organizational resistance into active opportunities.
• Experience selling or advancing comprehensive retrofits, capital improvements, energy efficiency, electrification, sustainability, or resiliency solutions.
• Knowledge of public agency budgeting, capital planning, procurement, governance, and approval processes.
• Ability to communicate business, financial, operational, and technical value to both executive and non-technical audiences.
• Experience using CRM systems such as Salesforce to manage account plans, opportunity stages, forecasts, customer activity, and next steps

#LI-CC1

#indeed

Compensation: Although the posted range below is broader, this position is anticipated to offer a base salary in the $90,000-$95,000 range.

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.