Business Development Manager - Government
The position will serve as Kpler’s senior business development lead for European and UK defense and intelligence, building trusted relationships across the security ecosystem to identify, shape, and originate high-value government opportunities.
This role operates at the front end of the market, engaging early with government and security stakeholders to understand strategic priorities, influence problem definition, and position Kpler as a credible, long-term partner before formal commercial processes begin and throughout the journey of the sale.
Strategic Engagement & Relationship Leadership
Build, maintain, and deepen senior-level relationships across EMEA government, defense, and security communities, including ministries of defense, armed forces, intelligence and security services, law enforcement, EU and NATO bodies, and associated institutions.
Act as a trusted interlocutor with stakeholders, engaging at the level of strategic priorities, mission needs, and emerging security challenges, rather than near-term procurement.
Opportunity Identification & Shaping
Engage early with stakeholders to identify nascent initiatives, capability gaps, and emerging programs where Kpler’s data and analytics can deliver mission-relevant value.
Shape early-stage opportunities by helping stakeholders articulate problems, use cases, and requirements aligned with real-world operational needs.
Transition opportunities to sales teams once sufficiently defined, ensuring clear problem statements, stakeholder alignment, and credible paths to contract.
Positioning & Thought Leadership
Represent Kpler within the European and UK defense and intelligence ecosystem through non-salesy, value-led engagement, positioning the company as a serious and credible partner.
Drive thought leadership through workshops, briefings, roundtables, white papers, and selective public speaking, tailored to defense and intelligence audiences.
Strengthen Kpler’s reputation as a long-term contributor to security and resilience, not simply a commercial vendor.
Ecosystem & Program Engagement
Identify and engage with strategic publicly funded programs, expert groups, research initiatives, and collaborative frameworks at national, EU, and NATO levels.
Build durable relationships with system integrators, primes, and specialist partners where collaboration enhances market access or credibility.
Support long-term market positioning by contributing insight into policy direction, funding priorities, and emerging defense and intelligence programs.
Requirements
Established, active network across European and UK government, defense, and security stakeholders, including ministries, armed forces, intelligence or security services, law enforcement, EU/NATO bodies, system integrators, and relevant agencies.
Deep understanding of defense and intelligence missions, operational challenges, threat environments, and strategic priorities in the European context.
Proven ability to translate complex operational or security challenges into clear, credible value propositions for technology and data-driven solutions.
Comfortable operating in ambiguous, early-stage environments.
Strong communicator capable of engaging credibly with senior military, intelligence, and civilian leaders.
Demonstrated experience driving thought leadership through workshops, briefings, white papers, and professional forums.
Disciplined judgment on when to shape, when to wait, and when to hand off to sales.
