📌 Core Information
🔹 Job Title: Manager, Government Partnerships & Strategy
🔹 Company: SE3 Labs
🔹 Location: Munich, Germany
🔹 Job Type: Full-Time
🔹 Category: Defense Technology, Sales & Business Development
🔹 Date Posted: April 17, 2025
🔹 Experience Level: 10+ years
🔹 Remote Status: On-site (Munich)
🚀 Job Overview
Key aspects of this role include:
- Driving market entry and expansion in NATO-aligned countries
- Building and growing trusted relationships with military officials and defense ministry stakeholders
- Leading complex sales cycles and winning competitive tenders
- Laying the groundwork for scale by defining sales processes and recruiting a future sales team
- Positioning SE3 as a European leader in Spatial AI for defense
ASSUMPTION: This role requires a strategic mindset and strong execution skills, with a focus on building relationships and driving sales in the defense sector.
📋 Key Responsibilities
✅ Lead Strategic Relationships: Build and grow trusted relationships with top-level military officials, defense ministry stakeholders, and political leaders
✅ Drive the Sales Process End-to-End: Own complex, high-stakes sales cycles from first contact to signed contract, adapting to each country's procurement systems
✅ Win Competitive Tenders: Identify and shape relevant tenders at both national and EU levels, leading proposal development and ensuring technical excellence and strategic fit
✅ Lay the Groundwork for Scale: Define the structure and processes of the sales function, from developing the go-to-market playbook to recruiting and mentoring a future sales team
✅ Position SE3 as a European Leader in Spatial AI: Spearhead targeted outreach and communication efforts across Europe to establish SE3 as the go-to partner for next-generation situational awareness and autonomy software in the defense space
ASSUMPTION: This role involves frequent travel and requires strong communication, negotiation, and project management skills.
🎯 Required Qualifications
Education: Bachelor's degree in a relevant field (e.g., Business, Political Science, or a related discipline). Advanced degrees (MBA, MA, etc.) are a plus.
Experience: Proven sales leadership in defense technology with a strong track record of leading and closing complex software or dual-use technology deals within the defense sector. Experience navigating intricate procurement processes and effectively engaging with multiple stakeholders across national and supranational institutions.
Required Skills:
- Deep understanding of the European defense ecosystem, including procurement pathways, decision hierarchies, and the ecosystem surrounding Ministries of Defense, NATO agencies, integrators, and prime contractors
- Established network of relationships with key military, political, and institutional stakeholders across Europe, particularly within Germany, the UK, the Nordics, and select Eastern European countries
- Ownership mentality with a natural bias towards taking responsibility and initiative
- Mission-first mindset, driven by a commitment to delivering value to defense and government stakeholders
- Team-oriented with a collaborative approach to work, fostering knowledge-sharing and supporting colleagues to achieve common goals
- Intellectual curiosity with a keen interest in advanced technologies such as machine learning, autonomy, and multi-sensor systems
- Native-level proficiency in German and excellent command of English. Proficiency in French is a significant advantage
- Willingness to travel extensively across Europe to engage directly with partners and clients
Preferred Skills:
- Experience working with supranational institutions such as the European Union or NATO
- Familiarity with the defense industry's supply chain and key players
- Experience in strategic planning and market analysis
ASSUMPTION: Given the nature of the role, candidates with a background in defense, political science, or a related field are likely to have an advantage.
💰 Compensation & Benefits
Salary Range: €80,000 - €120,000 per year (based on experience and qualifications). This estimate is based on industry standards for similar roles in the defense technology sector in Munich.
Benefits:
- Health insurance and pension contributions
- Flexible working hours and remote work options
- Company events and team-building activities
- Opportunities for professional development and growth
Working Hours: Full-time position with standard office hours (Monday - Friday, 9:00 AM - 5:00 PM). Occasional evening and weekend work may be required to accommodate meetings and events with international partners and clients.
ASSUMPTION: The salary range provided is an estimate based on market research and may vary depending on the candidate's qualifications and experience.
📌 Applicant Insights
🔍 Company Context
Industry: Software Development, specifically focused on Spatial AI and Computer Vision for defense and government applications
Company Size: Small (2-10 employees), which offers a dynamic and agile work environment with significant growth potential
Founded: 2023, with a short but impressive track record of securing mid-six-digit revenue in its first year and aiming for seven-digits in 2025
Company Description:
- SE3 Labs builds Spatial AI by combining 3D computer vision and large language models (LLMs), enabling the AI to answer any question about 3D data that a human analyst could answer
- The company aims to unlock tremendous value in industries like construction, smart infrastructure, smart factories, and defense by providing advanced situational awareness and autonomy software
- SE3 Labs is a dual-use tech company selling to civil customers and the German armed forces, with plans to expand to the UK in the next six months
Company Specialties:
- Spatial AI and Computer Vision
- Defense and government technology solutions
- Semantic 3D digital twins and user-friendly interfaces
Company Website: https://se3.ai
ASSUMPTION: SE3 Labs is a fast-growing startup with a strong focus on innovation and customer success, offering an exciting opportunity for the right candidate to make a significant impact in a dynamic and challenging role.
📊 Role Analysis
Career Level: Mid to Senior-level management role, reporting directly to the CEO or another senior executive
Reporting Structure: This role is likely to have a team of sales professionals reporting to it in the future, as the company grows and expands its sales function
Work Arrangement: On-site in Munich, with extensive travel required to engage with partners and clients across Europe
Growth Opportunities:
- As the company grows, there will be opportunities for the incumbent to take on additional responsibilities and advance their career within the organization
- This role offers the chance to shape the sales function from the ground up and build a high-performing sales team
- The defense technology sector is experiencing significant growth, presenting numerous opportunities for professional development and career progression
ASSUMPTION: Given the company's rapid growth and expansion plans, there will be ample opportunities for the right candidate to grow and develop within the organization.
🌍 Location & Work Environment
Office Type: Modern, collaborative office space in Munich, with a focus on fostering innovation and creativity
Office Location(s): Munich, Germany
Geographic Context:
- Munich is the capital of the German state of Bavaria and is known for its vibrant culture, rich history, and high quality of life
- The city is home to a thriving tech industry, with numerous startups and established companies operating in the region
- Munich is well-connected by public transportation, with easy access to international airports and high-speed train connections
Work Schedule: Full-time position with standard office hours, as well as occasional evening and weekend work to accommodate international meetings and events
ASSUMPTION: The work environment at SE3 Labs is likely to be dynamic, fast-paced, and collaborative, with a strong focus on innovation and customer success.
💼 Interview & Application Insights
Typical Process:
- Online application submission
- Phone or video screening with the HR department
- In-depth interviews with the hiring manager and other senior team members
- Case study or role-play presentation to assess the candidate's strategic thinking and sales skills
- Final interview with the CEO or another senior executive
- Reference checks and background verification
- Job offer and onboarding
Key Assessment Areas:
- Understanding of the European defense ecosystem and relevant procurement processes
- Sales skills and experience, with a focus on complex, high-stakes deals
- Strategic thinking and planning abilities
- Communication and interpersonal skills, with a strong ability to build and maintain relationships with stakeholders
- Language proficiency in German, English, and potentially French
Application Tips:
- Tailor your resume and cover letter to highlight your relevant experience and skills for this role
- Demonstrate your understanding of the European defense ecosystem and the challenges and opportunities it presents
- Prepare a case study or role-play presentation that showcases your strategic thinking and sales skills, focusing on a relevant defense technology scenario
- Be prepared to discuss your network of relationships with key military, political, and institutional stakeholders across Europe
ATS Keywords: European defense ecosystem, defense technology, sales leadership, strategic planning, stakeholder engagement, procurement processes, NATO-aligned countries, market entry, competitive tenders, go-to-market strategy, team building, mentoring, language proficiency (German, English, French)
ASSUMPTION: The application process for this role is likely to be competitive, with a strong focus on assessing the candidate's strategic thinking, sales skills, and understanding of the European defense ecosystem.
🛠️ Tools & Technologies
- CRM software (e.g., Salesforce, HubSpot, or Zoho CRM)
- Project management tools (e.g., Asana, Trello, or Jira)
- Communication and collaboration platforms (e.g., Microsoft Teams, Slack, or Google Workspace)
- Presentation software (e.g., PowerPoint, Google Slides, or Keynote)
ASSUMPTION: The specific tools and technologies used by SE3 Labs may vary, but the candidate should be comfortable working with a range of software solutions to support their sales and project management activities.
👔 Cultural Fit Considerations
Company Values:
- Innovation: SE3 Labs values creativity, curiosity, and a continuous drive to improve and push the boundaries of what's possible
- Customer Success: The company is committed to delivering value to its customers and ensuring their satisfaction and success
- Collaboration: SE3 Labs fosters a culture of teamwork, knowledge-sharing, and mutual support to achieve common goals
Work Style:
- Dynamic and fast-paced, with a strong focus on execution and results
- Collaborative and team-oriented, with a emphasis on open communication and active listening
- Mission-driven, with a commitment to delivering value to defense and government stakeholders
Self-Assessment Questions:
- How do you align with SE3 Labs' values of innovation, customer success, and collaboration?
- How do you approach building and maintaining relationships with stakeholders in the defense sector?
- How do you balance a dynamic, fast-paced work environment with a focus on execution and results?
ASSUMPTION: SE3 Labs is looking for candidates who are a strong cultural fit, with a passion for innovation, a commitment to customer success, and a collaborative work style.
⚠️ Potential Challenges
- Navigating complex procurement processes and engaging with multiple stakeholders across national and supranational institutions
- Balancing the need for strategic planning and long-term vision with the demands of day-to-day sales activities and short-term targets
- Managing a remote or hybrid sales team, with team members based in different countries and time zones
- Adapting to the unique cultural and political contexts of different European countries
ASSUMPTION: These challenges are inherent to the role and require a strategic, adaptable, and resilient approach to succeed.
📈 Similar Roles Comparison
- This role is distinct from other sales or business development positions in the defense sector due to its focus on market entry and expansion in NATO-aligned countries, as well as its requirement for native-level proficiency in German and excellent command of English
- The European defense ecosystem is characterized by complex procurement processes, intricate decision hierarchies, and a diverse range of stakeholders, presenting unique challenges and opportunities compared to other defense or technology sectors
- Career progression in this role may involve moving into a senior leadership position, such as Vice President of Sales or Chief Revenue Officer, as the company grows and expands its sales function
ASSUMPTION: This role offers a unique opportunity to shape the sales function of a fast-growing startup in the defense technology sector, with significant growth potential and career advancement prospects.
📝 Sample Projects
- Developing a go-to-market strategy for a new Spatial AI product offering, tailored to the unique procurement processes and decision hierarchies of a specific NATO-aligned country
- Building and maintaining a network of key military, political, and institutional stakeholders across Europe, with a focus on Germany, the UK, the Nordics, and select Eastern European countries
- Leading a competitive tender process for a major defense contract, involving complex proposal development, stakeholder engagement, and strategic positioning of SE3 Labs' Spatial AI technology
ASSUMPTION: These sample projects illustrate the strategic, relationship-driven, and execution-focused nature of the role, requiring a strong combination of sales, strategic planning, and stakeholder engagement skills.
❓ Key Questions to Ask During Interview
- What are the key priorities for this role in the first 90 days, and how will my success be measured?
- How does SE3 Labs support the professional development and growth of its sales team members?
- What are the most significant challenges facing the company in the defense technology sector, and how can this role contribute to addressing them?
- How does SE3 Labs approach collaboration and knowledge-sharing across its sales, engineering, and leadership teams?
- What are the most important qualities and skills for someone to succeed in this role, based on the hiring manager's experience?
ASSUMPTION: These questions demonstrate the candidate's strategic thinking, interest in the company's success, and commitment to professional development and growth.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your relevant experience and skills for this role, with a focus on your understanding of the European defense ecosystem and your sales leadership experience in the defense technology sector
- Prepare a case study or role-play presentation that showcases your strategic thinking and sales skills, focusing on a relevant defense technology scenario
- Be prepared to discuss your network of relationships with key military, political, and institutional stakeholders across Europe, as well as your language proficiency in German, English, and potentially French
- Follow up with the hiring manager or HR department one week after submitting your application to inquire about the status of your application and express your continued interest in the role
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
