[Hiring] Client Sector Lead, Climate @ICF

Role Description

The Client Sector Lead for Climate & Resilience is responsible for driving growth of ICF’s climate and resilience service offerings across priority local, state, federal, and commercial markets. The right candidate will be able to translate ICF’s cross-cutting domain expertise—climate science, resilience planning, analytics—and technical tools like ClimateSight into clear, compelling solutions to solve specific client problems. This role blends strategic positioning, content leadership, and direct client engagement. Success requires deep understanding of climate and resilience challenges facing public and private sector clients, strong storytelling and insight-selling capability, and the ability to shape market narratives that differentiate ICF in a competitive landscape. This role is fully remote with a home base in California, and requires up to 50% in‑state travel.

Key Responsibilities

• Market Positioning & Value Proposition Development:
  • Translate horizontal domain and service capabilities into differentiated solutions for different client segments.
  • Develop clear, insight-driven value propositions and problem-solution narratives tailored to each buyer type.
  • Identify emerging client needs and market shifts and convert them into actionable messaging and go-to-market approaches.
• Messaging Architecture & Content Leadership:
  • Guide the creation, refinement, and curation of front-line sales content, including: pitch decks, solution/value proposition materials, case studies and proofs of impact.
  • Ensure content aligns with proven commercial business development principles and reinforces ICF’s differentiation.
  • Partner closely with subject matter experts, seller-doers, and marketing to ensure consistent and leverageable messaging across sectors.
• Client Engagement:
  • Present ICF’s solutions, insights, and market perspectives to clients and prospects.
  • Lead and support client and prospect conversations to uncover known and unconsidered needs and challenges, and provide clients with responsive solutions.
  • Work hand-in-hand with technical teams to shape opportunities and drive deals to close.
  • Represent ICF at industry-related conferences and convenings.
  • Identify speaking opportunities and industry events where ICF can elevate its visibility and shape the market conversation.
  • Follow-up with leads generated via webinars, marketing, and networking.
• Strategic Sector Leadership & Collaboration:
  • Support annual/quarterly priorities, pipeline strategy, and cross-sector pursuit alignment in collaboration with LOB and Division leadership.
  • Collaborate with other client sector leads to share best practices and drive coherence across vertical markets.
  • Partner with division leadership on offering development, bundling, and differentiation strategies.

Qualifications

• 8+ years in climate, resilience, or infrastructure markets.
• 5+ years in a sales or client-facing consulting role at either a large consultancy, technology company, or professional services firm.
• Bachelor’s degree.
• Must be willing to travel when needed.

Preferred Qualifications

• Visible industry leader nationally in the climate, sustainability, or resilience sectors with existing client and partner relationships and ability to develop new ones.
• Strong network of contacts working on climate, sustainability, and resilience efforts domestically and/or abroad.
• Demonstrated ability to develop and implement national and regional strategies that result in net new business and market expansion.
• Ability to work collaboratively to build pipeline of project opportunities, lead client engagement planning, and lead pursuit teams to successful sales.
• Driven yet empathetic leader, with experience working with diverse and independent teams dispersed across the US.
• Ability to successfully navigate large, matrixed organizations to bring new resources, innovations, ideas, and best practices to clients.

Pay Range

The pay range for this position based on full-time employment is: $143,756.00 - $244,385.00.