Senior Account Specialist – Public Sector Strategic Sales

ICF

. Develop trusted, long-term relationships with public agency leaders, facility teams, finance and procurement staff, sustainability professionals, and other key stakeholders .

Posted 9/28/2026full-timeRemote • California • United StatesSenior💰 $90,000 - $95,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in consultative sales and business development within the public sector, focusing on energy efficiency, electrification, and resiliency solutions. Proven ability to build relationships with diverse stakeholders and navigate complex decision-making processes to drive project implementation.

Highest-signal resume keywords

Consultative SalesPublic Sector Account ManagementEnergy Efficiency SolutionsStakeholder EngagementCRM Systems (Salesforce)

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Business DevelopmentStrategic Account ManagementComplex Solutions SalesEnergy ServicesFacility ModernizationCapital ImprovementsSustainability SolutionsResiliency SolutionsBudgeting KnowledgeProcurement Processes

Soft Skills

Relationship BuildingCommunication SkillsConsensus BuildingProblem SolvingCustomer Engagement

Tools & Technologies

Salesforce

Certifications & Qualifications

Valid Driver's License

Industry Keywords

Public AgencyInstitutional SalesUtility SectorInfrastructureEnergy Services

About the role

Key responsibilities & impact

Develop trusted, long-term relationships with public agency leaders, facility teams, finance and procurement staff, sustainability professionals, and other key stakeholders
Lead discovery conversations to understand operational needs, budget constraints, infrastructure risks, and organizational priorities
Connect agencies with practical energy and resiliency solutions
Engage and activate difficult-to-reach agencies, departments, and lines of business
Identify, prospect, and activate new public agencies and departments within the assigned territory
Build and manage a qualified pipeline of comprehensive retrofit, upgrade, and resiliency opportunities through long and complex public-sector sales cycles
Coordinate internal technical resources, contractors, and program partners
Identify and advance energy efficiency, electrification, facility modernization, and resiliency opportunities
Help agencies translate audits, facility needs, and resiliency goals into phased project plans
Build consensus among executives, facility operators, finance teams, procurement staff, elected or appointed leaders, and external partners
Develop account strategies, establish next steps, address barriers, maintain accurate forecasts, and progress opportunities toward commitment and implementation
Capture customer feedback, procurement considerations, funding barriers, and emerging public-sector needs
Travel approximately 25–40% within the assigned territory for business development, client engagement, and project opportunities

Requirements

What you’ll need

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
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 executive and non-technical audiences
Experience using CRM systems such as Salesforce to manage account plans, opportunity stages, forecasts, customer activity, and next steps

Benefits

Comp & perks

Flexible workplace arrangements
Work-life balance
Donation matching
Volunteer opportunities
Tuition reimbursement
Access to professional development resources
401k matching
Employee Stock Purchase Plan
Reasonable accommodations
Equal opportunity employment