Sales Enablement Manager- Remote

Leadership and Strategy 

• Develop a 3-year sales enablement roadmap tailored to the State & Local Government Initiative, and translate that into a tactical execution plan. 

• Act as a central resource to coordinate enablement across four lines of business (UPS, Disaster Management, CET, and Environment & Planning). 

• Participate in seller coaching sessions and client-facing meetings to reinforce ICF’s differentiated approach. 

• Build and foster a learning culture that promotes collaboration, knowledge-sharing, and sales excellence. 

• Serve as a thought partner to the VP of Business Development to identify resource gaps and implement staffing strategies. 

• Track key performance indicators (KPIs) and measure the ROI of sales enablement activities. 

• Maintain situational awareness of state-level policy developments, funding streams (e.g., CDBG, HMGP, IRA, etc), and government regulatory priorities that impact business pursuits. 

Enablement Content, Technology Tools, Pipeline, and Training 

• Lead efforts to centralize and maintain a content hub of sales materials, templates, value propositions, and past performance. 

• Collaborate with proposal and capture teams to develop reusable proposal content and pursuit assets (e.g., capabilities decks, client-specific fact sheets, interview slide templates). 

• Create targeted onboarding and training experiences for both new sellers and delivery staff involved in business development. 

• Build tools to differentiate ICF’s offering in competitive procurements—such as landscape assessments, heatmaps, and value calculators. 

• Drive adoption of insight-selling methodologies and help sellers tailor their approach to public sector clients. 

What You Will Bring With You 

• Bachelor's degree in Business, Marketing, Public Policy, Communications, or related field. 

• 7+ years of relevant experience in sales enablement, business development, capture, product marketing, or sales strategy. 

• 3+ years of experience directly supporting state and local government pursuits—either as a consultant, contractor, or sales enablement lead. 

What We’d Like You to also Bring With You 

• Knowledge of state/local government procurement, public sector contracting vehicles, and state/local funding programs (e.g., FEMA grants, CCI programs, IRA-funded initiatives).

• Experience using Dynamics CRM or similar systems (e.g., Salesforce, HubSpot); comfort with sales tech stacks (e.g., Seismic, Marketo, Power BI). 

• Strong PowerPoint and Excel skills—able to build compelling decks and analyze opportunity pipelines or performance data. 

• Experience working in a matrixed consulting firm or professional services environment. 

• Deep understanding of the competitive landscape in public sector consulting (key players, teaming trends, differentiators). 
  ​

• Familiarity with insight-selling models (e.g., Challenger Sale, Solution Selling, Value-Based Selling, MEDDIC, etc.). 

Professional Skills 

• Exceptional written and verbal communication skills, with an ability to simplify complex ideas into persuasive content. 

• Strong project management and organizational skills, with the ability to juggle multiple priorities. 

• A collaborative mindset with the ability to lead cross-functional teams and influence without authority. 

• A passion for public service, equity, and delivering impact through mission-driven work.