About the Position

Defence Builder is a Ukrainian defence-tech ecosystem built on three integrated pillars - accelerator, early-stage VC fund, and capabilities unit - designed to serve every major stakeholder in the defence market through one entry point at the intersection of capital, expertise, and infrastructure. We're looking for a Partnership Manager to own these relationships end-to-end, drive new revenue streams, and turn every partnership into a concrete outcome for the ecosystem and its companies.

Role Overview

This role exists to answer one question systematically: what does each partner need, and how does Defence Builder deliver it? That means building a structured map of the partner landscape before anything else - who the potential partners are, what they want, what DB can offer them, and what a deal looks like. Then it means executing: turning that map into active conversations, signed agreements, and revenue.

Responsibilities

1. Build the Partner Map - First Priority

Strategic Analysis: Identify potential partners (grant providers, defence agencies, NATO programmes, corporate R&D units, dual-use funds, allied-nation accelerators, government innovation bodies).
Needs Assessment: Understand what each partner category needs (deal flow, analytics, co-investment, access to tested companies, co-branding, capability delivery, validated suppliers).
Solution Mapping: Determine how Defence Builder can close that need (via the accelerator portfolio, the fund, the capabilities unit, or a combination).
Deal Structure: Define what a partnership deal looks like for each type (MOU, grant agreement, paid programme, consulting engagement, sponsored initiative).

2. Partner Relationship Management

Lifecycle Ownership: Manage the full partner lifecycle: initial introduction → agreement → activation → renewal.
CRM Management: Maintain a CRM-style record of all active and prospective partners: status, terms, contacts, next steps.
Regular Check-ins: Run regular check-ins with partners, report internally on partnership health and outcomes.
Representation: Represent Defence Builder at relevant events and meetings on behalf of the ecosystem.

3. Grant & Programme Facilitation

Point of Contact: Act as the main point of contact between opportunity providers (grants, programmes, challenges) and DB portfolio companies.
Matchmaking: Matchmake companies from each batch to the right partner based on fit - not just availability.
Documentation Management: Manage documentation, signature coordination, and compliance tracking for each grant or programme.
Issue Resolution: Flag issues and blockers early; own the resolution.

4. Revenue Generation from Partnerships

Deal Identification: Identify and close partnership deals that generate revenue for Defence Builder: sponsored programmes, consulting engagements, ecosystem services, co-branded initiatives.
Tailored Packages: Develop and pitch tailored partnership packages to corporate partners, government bodies, and international programmes.
Negotiation: Negotiate terms, draft partnership agreements in coordination with legal counsel.
Pipeline Development: Build a sustainable pipeline of partnership revenue.

5. New Partner Development

Continuous Expansion: Continuously expand the partner map: identify new high-priority targets across Ukraine, EU, and allied nations.
Outreach: Initiate outreach to corporate innovation units, defence ministries, NATO programmes, and dual-use funds.
International Partnerships: Work with the President on high-priority international partnerships and warm introductions.

Expected Outcomes (First 6 Months)

30 Days: Structured partner map complete; introductory calls completed with all active partners; pipeline of new partnerships built and prioritized.
60 Days: First outreach to prioritized new partners initiated; at least one grant or programme cycle running end-to-end for portfolio companies.
90 Days: Partnership CRM live, regular internal reporting cadence established; first new partner signed or in late-stage negotiation; perk system for alumni companies is established.
6 Months: Partnership Manager is the primary relationship owner for all external partners; at least one new revenue-generating partnership closed; recognized by partners as a reliable, proactive point of contact for Defence Builder.

Candidate Profile

Background

3+ years in bizdev, partnerships, institutional relations, or programme management.
Experience working with government bodies, grant-making institutions, or defence sector partners.
Track record of closing deals and driving concrete outcomes - not just maintaining relationships.
Familiarity with Ukraine's defence-tech or innovation ecosystem is a strong plus.
Fluent Ukrainian and English - written and spoken.

Skills & Style

Commercial Mindset: Always thinking about how a partnership turns into revenue or value.
Structured Thinker: Can build a clear map of a messy landscape and prioritize ruthlessly.
Organized and Process-Driven: Can manage 10–15 active partner relationships simultaneously without losing track.
Strong Communicator: Comfortable engaging with senior officials, founders, and institutional partners in the same day.
Persistent and Resourceful: Navigates bureaucracy and slow-moving institutions without frustration.
Builder Mentality: Establishes processes and templates where none exist.

What We're Not Looking For

Passive relationship manager who waits for partners to come to them.
Someone without experience navigating institutional or government partners.
Pure sales role - this person needs to understand the ecosystem and the companies they're matching partners with, their needs & gaps.

What We Offer

Role at the intersection of defence tech, venture, and Ukrainian national resilience.
Direct access to senior officials, international programmes, and institutional partners across Ukraine and allied nations.
Participation in international delegations, summits, and ecosystem events.
High autonomy to build the partnership function and define its playbook.
Competitive compensation (discussed individually).

Partnership Manager

Job Description, Responsibilities & Requirements