Director, Seller Excellence
ICF, Reston, VA, United States
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, and 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, and improve 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. What we’re looking for
Required 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. Preferred 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. Working at ICF
ICF is a global advisory and technology services provider. 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. For more information, please read our EEO policy. We will consider for employment qualified applicants with arrest and conviction records. Reasonable accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation, please email candidateaccommodation@icf.com and we will be happy to assist. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations. Read more about workplace discrimination rights or our benefit offerings which are included in the Transparency in (Benefits) Coverage Act. Candidate AI Usage Policy At ICF, we are committed to ensuring a fair interview process for all candidates based on their own skills and knowledge. The use of artificial intelligence (AI) tools to generate or assist with responses during interviews is not permitted. If an accommodation involving AI is needed, please contact candidateaccommodation@icf.com. Pay Range
- There are multiple factors that are considered in determining final pay for a position, including relevant work experience, skills, certifications and competencies that align to the 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 - $223,134.00 Nationwide Remote Office (US99)
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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. What we’re looking for
Required 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. Preferred 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. Working at ICF
ICF is a global advisory and technology services provider. 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. For more information, please read our EEO policy. We will consider for employment qualified applicants with arrest and conviction records. Reasonable accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation, please email candidateaccommodation@icf.com and we will be happy to assist. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations. Read more about workplace discrimination rights or our benefit offerings which are included in the Transparency in (Benefits) Coverage Act. Candidate AI Usage Policy At ICF, we are committed to ensuring a fair interview process for all candidates based on their own skills and knowledge. The use of artificial intelligence (AI) tools to generate or assist with responses during interviews is not permitted. If an accommodation involving AI is needed, please contact candidateaccommodation@icf.com. Pay Range
- There are multiple factors that are considered in determining final pay for a position, including relevant work experience, skills, certifications and competencies that align to the 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 - $223,134.00 Nationwide Remote Office (US99)
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