• Conduct research and make outbound calls to build the prospect database and generate qualified leads for sales • Update/Clean databases • Support other sales/marketing activities • Assist with social media and email marketing campaigns • Assist with inbound inquiries • Support sponsorships sales by telephone, email communications, etc. • Develop and maintain a working knowledge of the industry and competing shows by reading articles in leading publications and websites and conducting research online • Other assigned duties

• Develop relationships in the crypto OTC market with large institutions like Family Offices, Banks, Exchanges, Brokers, VC’s, Hedge Funds, Propriety Trading firms and Ultra-HNW individual clients. • Work closely with clients on building customized trade strategies and manage execution of OTC trading orders (on/off ramp, block trading etc). • Collaborate with internal teams to ensure seamless trade execution and settlement processes. • Provide market insights, investment ideas, and tailored trading strategies to attract new clients and expand OTC trading business. • Coordinate client onboarding with compliance team, quote and trade with client under company risk management policies.

Description 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 1) 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.” 2) 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). 3) 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. 4) 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, &c. - 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, 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 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. 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 candidateaccommodation@icf.com. We are dedicated to providing the necessary support to ensure that all candidates have an equal opportunity to succeed.   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: $131,256.00 - $223,134.00 Nationwide Remote Office (US99)

Role Description Wir suchen einen ambitionierten Sales Setter (m/w/d), der den Grundstein für seine Karriere im High-Ticket-Vertrieb legen möchte. Diese Position ist deine gezielte Vorstufe zur Rolle als Closer. Wir stellen Closer nicht extern ein, sondern bilden unser Top-Personal ausschließlich intern aus. - Qualifizierung von Inbound-Leads: Du bist unser strategischer Filter. Du prüfst neue Anfragen via Google Meet oder Nachricht und entscheidest, ob die Interessenten perfekt zu unseren Lösungen passen. - Strategisches Terminmanagement: Du führst die Erstgespräche und buchst qualifizierte Termine für unsere Sales-Experten. - Follow-up & Reaktivierung: Du bleibst an Bestands-Kontakten dran und fasst konsequent bei Leads nach, um keine Potenziale liegenzulassen. - CRM-Pflege & Dokumentation: Du arbeitest in einer sauberen digitalen Struktur (Airtable/CRM), damit das Team jederzeit weiß, wo ein Projekt steht. Qualifications - Du bist kommunikationsstark und liebst es, Menschen in Video-Calls zu überzeugen. - Du denkst ergebnisorientiert und hast den nötigen Biss im Follow-up. - Du arbeitest hochgradig strukturiert und schätzt klare To-do-Systeme. - Du hast Lust auf eine steile Lernkurve und willst Verantwortung übernehmen. Benefits - 100 % Remote-Infrastruktur: Arbeite von wo du willst – wir nutzen Google Meet und die besten digitalen Tools am Markt. - Strukturierte Karriere-Roadmap: In den ersten 1 bis 3 Monaten durchläufst du eine intensive Ausbildung zum Setter. Bei entsprechender Performance folgt deine Beförderung zum Closer. - Exzellentes Setup: Wir bieten dir eine hochwertige technische Ausstattung und eine Arbeitskultur, die auf Eigenverantwortung und klaren Prozessen basiert. - Teamkultur 2.0: Wir setzen auf echten Zusammenhalt und Teambonding, das über den Standard-Smalltalk hinausgeht.