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Washington, District of Columbia, United States of America
JOB #R2300328

Senior Director, Business Development

Senior Director, Business Development

ICF is a rapidly growing consulting company, and as we develop our footprint in technology modernization solutions, we are looking for experienced Federal growth leaders to drive business.

As an experienced Business Development (BD) professional, you will bring your intuitive skills and honed business expansion experience to ICF. In this role, you will drive the full lifecycle of business development activities to build, qualify, and manage a robust pipeline, as well as shape and win large single award opportunities in partnership with capture and proposal teams.

The Senior Director, Business Development role is focused on building direct Federal customer relationships within the Department of Transportation to foster opportunity development for ICF. Knowledge and experience in marketing capabilities in the areas of application development and digital modernization is required, and knowledge of low-code/no-code platforms such as ServiceNow, Salesforce, and Appian is a significant plus.

This position is based in the DC area due to frequent visits to multiple agencies within the area.


  • Responsible for identifying, shaping, and winning annual sales of $50M across the Department of Transportation.

  • Focuses on building a pipeline for 6+ quarters into the future and building and nurturing customer relationships for continued growth.

  • Identifies, develops, and implements near-term and long-term business strategies that provide the business an opportunity to grow revenue.

  • Nurtures & sustains customer and partner relationships that align with market growth and business development objectives.

  • Engages in conferences and industry events including external speaking engagements and meetings with clients.

  • Develops and supports strategic partnerships with industry leaders, driving innovation and new business opportunities.

  • Interacts regularly with senior management/executives from multiple areas within the company to include briefings and presentations on sales initiatives and outcomes.

  • Partners with BD leadership to support overall strategic planning and linking pursuits/capture activities that support the business development metrics for awards submits, and pipeline growth in IT modernization.

What you must have:

  • Bachelor’s Degree

  • 10 or more years of selling work within the federal market.

  • 10 or more years of building and executing client call plans, shaping requirements, and leading business development strategies in a collaborative team environment.

  • 8 years of demonstrated and verifiable opportunities won valued over $25M.

  • 5 or more years selling application development and modernization solutions.

What we would like you to have:

  • Established relationships with federal clients and solution partners across the Department of Transportation.

  • Recent experience (within the last 5 years) winning opportunities valued over $25M at the Department of Transportation.

  • Participation in the federal digital communities of practice such as AFCEA Bethesda, ACT-IAC, AFFIRM or ATARC.

  • Expertise in developing opportunities for program growth and actively proposing and pursuing appropriate enhancements and changes.

  • Exemplary presentation and communication skills, including authoring white papers, and responding to RFI’s and other presentation materials.

  • Demonstrate success in developing and presenting complex ideas to executive audiences and effectively articulating customer positions, status, and strategies to senior management in a clear, concise, and decisive manner.

  • Proficiency in MS Office Applications and CRM tools (Word, PowerPoint, Outlook, Excel, Teams, and Microsoft Dynamics).




Working at ICF

Working at ICF means applying a passion for meaningful work with intellectual rigor to help solve the leading issues of our day. Smart, compassionate, innovative, committed, ICF employees tackle unprecedented challenges to benefit people, businesses, and governments around the globe. We believe in collaboration, mutual respect, open communication, and opportunity for growth.

We can only solve the world's toughest challenges by building an inclusive workplace that allows everyone to thrive. We are an equal opportunity employer, committed to hiring regardless of any protected characteristic, such as race, ethnicity, national origin, color, sex, gender identity/expression, sexual orientation, religion, age, disability status, or military/veteran status. 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 & AA policy.

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 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 non-discrimination:  Know Your Rights and  Pay Transparency Statement.

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 is:

$166,964.00 - $283,839.00

Washington, DC (DC02)

Who is ICF?

A global consulting services company with approximately 8,000 people across 75+ countries, but we are not your typical consultants.

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