Field Operations & Integrator Partnerships Lead
Field Operations & Integrator Partnerships Lead
Location: Berlin, on-site + field | Type: Full time, permanent | Reports to: CEO | Range: €90,000–110,000 + variable | Languages: German native + English | Travel: ~50%, DACH + EU
A meaningful share of our volume will not be installed by us. It goes through security technology groups and systems integrators who have the field crews, the national service coverage and thirty years of relationships with the operators we want to reach. That channel is the fastest route to scale we have, and it is also the fastest route to a reputation problem if a partner's technician installs a tower badly and the customer concludes the product is bad.
This role owns both sides of that. You are the person the partner's delivery organisation calls, and you are the person who makes sure that what leaves our building can be installed, serviced and supported by someone who does not work here.
You will start with one national partner already deep in negotiation and a handful more in the pipeline, plus our own direct installations, which today are coordinated deal by deal and need to become a repeatable process before the autumn deliveries land.
What You'll Own
The partner delivery interface. Enablement, training and certification for partner field crews. A joint delivery model with clear escalation, so a partner installation is indistinguishable from ours from the customer's side.
Partner performance. Onboarding new integrators, keeping the active ones productive, and being honest with the founders about which relationships are producing volume and which are producing meetings.
The installer network for direct business. Selecting and managing the electrical and mounting contractors who put towers in the ground for our own accounts, with a standard install package and an acceptance protocol.
Service and support. Spares, RMA, response times, and an SLA we can put in a contract and stand behind. Today our liability language is best-effort; your work is what lets that change.
The build-versus-partner line. Working out with the CTO where our own crews are the right answer and where they are not, and making that a decision rather than a drift.
Your First Six Months
Month 1 — You know every open pilot, its site conditions and its delivery date, and you own the delivery plan for each.
Month 2–3 — A standard install package exists — site survey, mounting, power, connectivity, acceptance — and the first partner crews are trained against it. Autumn deliveries land on schedule.
Month 4–6 — Spares and RMA are running. A contractual SLA is signed off by legal and used in a real deal. At least one additional integrator has been onboarded and has delivered an installation without our people on site.
What We're Looking For
You have run field service, rollout delivery or installation operations for physical infrastructure — security technology, telecoms, energy, industrial equipment.
You have managed subcontractors or partner delivery organisations, and you know the difference between a partnership on a slide and a partnership that ships units.
You are credible with a technician on a site and with a regional director in a meeting room, on the same day.
German at native level, working English, driving licence, and real willingness to travel.
You are comfortable that in year one you will be doing the work as well as designing how it should be done.
Nice to Have
You have worked inside or alongside a large security technology group or a national systems integrator.
Familiarity with German installation practice — VDE, electrical contractor coordination, permitting on operator sites.
Experience standing up a service organisation from nothing.
About Spine
Spine is the observability layer for critical infrastructure. We are a Berlin hardware and software team building sensors, mesh networks and correlation platforms for transmission operators, rail operators and institutional security teams.
Our towers combine camera, radar, radio-frequency and acoustic sensing with processing at the edge, and our software turns what they see into a small number of alerts a person can act on. We design and build the hardware ourselves, in Berlin, and the platform that runs on it. Customers own their towers; we run the intelligence.
The work matters because the infrastructure Europe depends on is being tested, and the people responsible for protecting it are working with tools built for a different decade. Securing European prosperity is the reason the company exists, and it is not a slogan we picked afterwards.
What We Offer
Profit participation for every employee. A real programme with a defined pool, not a gesture. You share in what the company becomes worth.
The stated salary range, and a conversation about where you land in it rather than a negotiation game.
Berlin Mitte, on site. Sophienstraße, with the hardware in the building. We are not a remote company and we would rather say so than waste your time.
Direct access. Six people today. Whatever you build here will be visible, attributable and yours.
German and English. Engineering runs in English, customers run in German, and both are normal here.
25 days of holiday, and a company that means it when the year is over.
How the Process Runs
An intro call with the founder you would work with, a deep-dive on your experience, a practical exercise drawn from something real we are working on — no take-home longer than three hours — a conversation with the wider team, and references. Four steps, normally inside three weeks, and you will hear back either way.
We hire for what you can do rather than where you did it. If you meet most of a posting and not all of it, apply anyway and tell us which part you would need to grow into.