Senior Account Specialist - Public Sector Strategic Sales - Remote (LA, California)

Senior Account Specialist - Public Sector Strategic Sales

Title: Senior Account Specialist - Public Sector Strategic Sales Location: Remote, California
Join Our Team as a Senior Account Specialist! Are you a proven relationship salesperson who knows how to turn complex publicsector challenges into actionable projects? ICF is looking for an experienced Senior Account Specialist to build trusted relationships with public agencies and help them advance comprehensive energy efficiency facility retrofits, infrastructure upgrades, and resiliency initiatives. You will engage hard-to-reach agencies and decision-makers, uncover priorities, align solutions with available budgets, and move opportunities from early interest to funded, executable projects.
Key Responsibilities

Strategic Relationship Sales: Develop trusted, long-term relationships with public agency leaders, facility teams, finance and procurement staff, sustainability professionals, and other key stakeholders.
Consultative Selling: Lead discovery conversations to understand operational needs, budget constraints, infrastructure risks, and organizational priorities, then connect agencies with practical energy and resiliency solutions.
Sector Activation: Engage and activate difficult-to-reach agencies, departments, and lines of business by navigating complex stakeholder environments and creating compelling reasons to act based on financial drivers and energy goals.
Pipeline Development: Drive market expansion by identifying, prospecting, and activating new public agencies and departments within the assigned territory, while building and managing a qualified pipeline of comprehensive retrofit, upgrade, and resiliency opportunities through long and complex public-sector sales cycles.
Customer Leadership: Serve as a credible advisor who coordinates internal technical resources, contractors, and program partners while maintaining a highquality customer experience.
This home-based role offers flexibility and meaningful field engagement across California. The position requires approximately 25-40% travel within the assigned territory to support business development, client engagement, and project opportunities. If you are energized by complex relationship sales, motivated by measurable community impact, and skilled at helping public agencies move from planning to implementation, we want to hear from you.
Why you will love working here

Quality of life: Flexible workplace arrangements, work-life balance
Investment of the community: Donation matching, volunteer opportunities
Investment in you: Tuition reimbursement, access to professional development resources, 401k matching, Employee Stock Purchase Plan
And many, many more (Ask your recruiter for more details!)
Additional Responsibilities

Opportunity Development: Identify and advance comprehensive energy efficiency, electrification, facility modernization, and resiliency opportunities across public agency portfolios.
Planning and Prioritization: Help agencies translate audits, facility needs, and resiliency goals into phased project plans that prioritize available budget, operational urgency, savings potential, and maximum community impact.
Stakeholder Alignment: Build consensus among executives, facility operators, finance teams, procurement staff, elected or appointed leaders, and external partners to support project decisions and implementation.
Sales Execution: Develop account strategies, establish next steps, address barriers, maintain accurate forecasts, and consistently progress opportunities toward commitment and implementation.
Market Intelligence: Capture customer feedback, procurement considerations, funding barriers, and emerging public-sector needs to strengthen program offerings and outreach strategies.
What we need you to have (minimum qualifications)

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
What we would like you to have

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

Although the posted range below is broader, this position is anticipated to offer a base salary in the $90,000-$95,000 range.
Pay Range

There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified 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: $89,261.00 - $151,744.00 California Remote Office (CA99)
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About ICF

ICF is a global consulting and technology services company with approximately 9,000 employees, but we are not your typical consultants. At ICF, business analysts and policy specialists work together with digital strategists, data scientists and creatives. We combine unmatched industry expertise with cutting-edge engagement capabilities to help organizations solve their most complex challenges. Since 1969, public and private sector clients have worked with ICF to navigate change and shape the future. Learn more at icf.com.
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. 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 View email address on salesheads.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. 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. As part of this commitment, the use of artificial intelligence (AI) tools to generate or assist with responses during interviews (whether in-person or virtual) is not permitted. This policy is in place to maintain the integrity and authenticity of the interview process. However, we understand that some candidates may require accommodation that involves the use of AI. If such an accommodation is needed, candidates are instructed to contact us in advance at View email address on salesheads.com. We are dedicated to providing the necessary support to ensure that all candidates have an equal opportunity to succeed.

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