General Manager Federal and Government BU

About ETS:
ETS is a global education and talent solutions organization enabling lifelong learners worldwide to be future-ready. For more than 75 years, we've been advancing the science of measurement to build benchmarks for fair and valid skill assessment across cultures and borders. Our worldwide impact extends through our renowned assessments including TOEFL®, TOEIC®, GRE® and Praxis® tests, serving millions of learners in more than 200 countries and territories. Through strategic acquisitions, we've expanded our global capabilities: PSI strengthens our workforce assessment solutions, while Edusoft, Kira Talent, Pipplet, Vericant, and Wheebox enhance our educational technology and assessment platforms across critical markets worldwide.

 

Through ETS Research Institute and ETS Solutions, we're partnering with educational institutions, governments, and organizations globally to promote skill proficiency, empower upward mobility, and unlock opportunities for everyone, everywhere. With offices and partners across Asia, Europe, the Middle East, Africa, and the Americas, we deliver nearly 50 million tests annually. Join us in our journey of measuring progress to power human progress worldwide.

PSI is seeking a commercially focused General Manager - Federal and Government - to unify and grow its government business under a single commercial leader. Building on PSI's strong success in the US federal market, this executive will own the business unit P&L, with a primary mandate to win new business, protect existing revenue and expand strategic government accounts.

The General Manager will lead the client-facing organization across Business Development, Client Success/Account Management, and Solutions Engineering. As a senior commercial leader and relationship builder, they will create trusted executive relationships with government agencies, procurement and policy stakeholders, prime contractors, partners and market influencers, while personally sponsoring PSI's most important pursuits and clients.

The remit includes both the US federal assessment market and international government expansion, building on PSI's assessment, advisory and delivery experience. The General Manager will combine market insight, disciplined capture and strong political awareness to improve pipeline quality, win rates, retention and account growth. They will work closely with Government Relations and cross-functional partners to shape market access, strengthen PSI's position and ensure solutions are differentiated, compliant, deliverable and profitable.

Commercial strategy and P&L

• Own the Federal and Government business unit P&L, including revenue, pipeline, profitability, forecasting, investment decisions and delivery against financial commitments.
• Set a focused commercial strategy that translates market opportunity into priorities for new business, client retention, account growth and margin.
• Establish a rigorous operating cadence across pipeline, capture, revenue, retention, expansion, client health and forecast accuracy.

 

New-logo acquisition and capture

• Build and convert a healthy, appropriately covered pipeline across priority federal agencies, contract vehicles and international government markets.
• Lead an integrated pursuit model across Business Development, Capture and Solutions Consulting/Sales Engineering, with disciplined qualification, positioning and resource allocation.
• Act as sponsor for priority pursuits, building senior relationships, shaping the value proposition and improving PSI's competitive position and win rate.

 

Client relationships and revenue protection

• Own client retention and revenue protection, with early visibility of relationship, delivery, contractual, procurement and competitive risk.
• Lead Client Success/Account Management to build strategic account plans, executive sponsorship and consistent client-review disciplines.
• Create clear recompete, renewal and expansion motions that deepen client value and identify growth opportunities well ahead of procurement events.

 

Government and political relationships

• Build trusted relationships across federal agencies, procurement bodies, policy stakeholders, political networks, prime contractors and relevant industry groups.
• Partner closely with Government Relations to align commercial priorities, stakeholder engagement and policy influence across target markets.
• Use government, custom