[Hiring] Seller Excellence Lead @ICF

Role Description

We are building a more disciplined, modern business development engine in a complex, professional services company. This new role is central to that effort. The Seller Excellence Lead will raise selling effectiveness across ICF’s Energy, Environment, and Infrastructure (EEI) Group by:

• Providing hands-on, 1:1 coaching that improves real deals in real time.
• Building and delivering service- and market-specific training that teaches sellers across the group how we sell, what we sell, who we sell to, and what differentiates us in the market.

This is a practitioner role. We need someone who can coach staff (including business leaders, seller/doers, and subject matter experts) through an upcoming client meeting and design and implement an EEI-specific training and coaching program that improves outcomes across ICF’s Energy, Environment, and Infrastructure Group, such as:

• Increased cross-selling.
• Higher conversion rates.
• Improved client and prospect satisfaction.

Core Responsibilities

• Provide just-in-time coaching to staff:
  • Coach business leaders, sellers/doers, and subject matter experts on opportunity strategy, client conversations, stakeholder dynamics, value framing, and next-step discipline ahead of prospect and client meetings in target markets.
  • Equip leaders to speak credibly and persuasively about outcomes, risk, ROI, and implementation—without turning them into “salespeople.”
• Identify, build, and deliver customized trainings on EEI solutions, clients and markets, and skills needed to best engage with our unique set of clients:
  • Develop and lead training tailored to EEI’s environment (professional services, technology products, regulated markets, long sales cycles, complex stakeholders) and core services.
  • Teach our selling motions: how we qualify, work with clients to identify problems and challenges, craft solutions, and clarify needs.
  • Teach our teams the full capabilities, services, and expertise EEI brings to clients to improve cross-selling and deepen client relationships and trust.
  • Create segment-specific training aligned to EEI buyer types and markets (e.g., utilities, state & local, federal, commercial non-utility, where applicable).
• Develop microlearning and just-in-time enablement tools:
  • Design EEI-specific microlearning paths distributed via our sales enablement platform: short modules, templates, checklists, and real examples.
  • Build “in-the-flow” learning that supports sellers at the moment of need (e.g., first meeting prep, qualification, executive summary, pricing/value narrative).
  • Establish reinforcement loops: manager prompts, quizzes/assessments, and periodic refreshers.
• Develop and regularly report on metrics that measure impact and iterate:
  • Define success metrics that go beyond attendance: behavior adoption, training utilization, proficiency signals, and linkage to leading indicators (stage progression, pursuit readiness, win strategy quality).
  • Use feedback, win/loss patterns, and field input to continuously refine interventions and coaching approach.

Qualifications

• 12+ years of professional experience in a complex B2B or B2G environment (professional services, consulting, enterprise SaaS), with a demonstrated ability to transition technical expertise into winning strategies.
• At least 3 years of experience developing training programs across a wide variety of roles and participants, including in-person hands-on training and microlearning sessions available on demand.
• Proven ability to coach senior technical leaders and influence behavior change (executive presence, strong judgment, high trust).
• Track record building and delivering instructor-led programs that are practical, role-specific, and adopted by the field.
• Demonstrated ability to translate complex offerings into clear sales plays and teach “how to sell this here.”
• Excellent facilitation and curriculum design skills (live + virtual), plus strong writing for microlearning and job aids.
• Comfort operating in a matrixed organization and driving adoption without direct authority.

Requirements

• 5 years experience in sales or business development training in a professional services, enterprise SaaS, or consulting environment.
• Experience with modern sales enablement platforms like Highspot, Showpad, Seismic, etc.
• Experience with energy/utility, infrastructure, climate/energy transition, or public-sector buying environments.
• Familiarity with modern qualification/value frameworks (e.g., MEDDIC/BANT-informed), applied pragmatically.

Measures of Success

• Higher consistency in deal qualification and win strategy quality.
• Increased usage of microlearning and deal-time assets, with positive field feedback.
• Improved leading indicators: stage progression health, pursuit readiness.

Benefits

• 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.
• We can only solve the world's toughest challenges by building a workplace that allows everyone to thrive.
• We are an equal opportunity employer.
• Together, our employees are empowered to share their expertise and collaborate with others to achieve personal and professional goals.