Supabase - GSI Partnership Lead
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Requirements
• You've built a solutions partner program before, or you've been a senior operator inside one at a developer-focused or infrastructure company. You know the difference between a logo on a slide and a partner that actually drives pipeline. • You've built a solutions partner program before • You're commercially sharp. You can structure a referral agreement, model partner economics, negotiate tier benefits, and know when to walk away from a deal that doesn't pencil out. • You're commercially sharp. • You're a builder, not a manager-of-managers. This role starts as a hands-on IC. You'll be writing partner agreements, getting on calls with prospective partners, and building HubSpot views yourself before you hire anyone. • You're a builder, not a manager-of-managers. • You're operationally rigorous. You instrument what you build. You can run a program from a dashboard, not from gut feel. • You're operationally rigorous. • You communicate clearly in writing. Async, remote, global — clarity on the page is how things move. • You communicate clearly in writing. • Experience with AWS, GCP, or Azure partner ecosystems and how solutions partners interact with cloud co-sell motions. • A network of existing relationships with SIs, agencies, or consultancies that build on Postgres, Firebase, or modern application stacks. • Background in Postgres, databases, AI/ML platforms, or the application development space. • You've worked in a high-growth, product-led company making the transition into partner-led and enterprise GTM.
Responsibilities
• Phase 1 — Launch (first ~3 months) • Define what a Supabase solutions partner is: ideal partner profile, tiering structure, commercial model (referral, co-sell, resell where it makes sense), and the value exchange in both directions. • Build the program framework: requirements for entry, certification expectations, benefits at each tier, and how partners progress. • Land the legal and commercial frameworks alongside our in-house counsel — partner agreements, referral terms, co-sell rules of engagement. • Stand up the operational backbone in HubSpot: partner objects, attribution, pipeline structure, and reporting. • Phase 2 — Onboard (next ~6 months) • Personally recruit and close the first 10–20 strategic partners — the ones whose success will define what the program looks like. • Run partner onboarding end-to-end: enablement, certification, joint GTM planning, first-deal support. • Build the partner-sourced and partner-influenced pipeline motion with the sales team. Make co-sell work. • Develop the co-marketing playbook with our marketing team — joint content, events, case studies. • Phase 3 — Scale (beyond) • Hire and lead the team needed to scale the program — partner managers, partner ops, partner marketing as needed. • Productize the program: self-serve onboarding, partner portal, certification at scale. • Expand into new geographies and verticals based on where partners and customers pull us. • Own the number — partner-sourced revenue, partner-influenced revenue, and the leading indicators that get us there.
Benefits
• Fully Remote • We hire globally. We believe you can do your best work from anywhere. There are no Supabase offices, but we provide a WeWork membership or co-working allowance you can use anywhere in the world. • Every team member receives ESOP (equity ownership) in the company. We want everyone to share in the upside of what we’re building together. • Tech Allowance • Use this budget to set up your ideal work environment—laptop, monitor, headphones, or whatever helps you do your best work. • Supabase covers 100% of health insurance for employees and 80% for dependents, wherever you are. Your wellbeing and your family’s health are important to us. • Annual Off-Sites • Annual Off-Sites • Once a year, the entire company gathers in a new city for a week of connection, collaboration, and fun. It’s a highlight of our year. • Flexible Work • We operate asynchronously and trust you to manage your own time. You know what needs to be done and when. • Professional Development • Every team member receives an annual education allowance to spend on learning—courses, books, conferences, or anything that supports your growth. • Supabase was born-remote and open-source-first. We believe our globally distributed team is our secret weapon in building tools developers love. • 280+ team members • 20+ languages spoken • 500,000+ community members • We move fast, build in public, and use what we ship. If it’s in your project, we probably use it in ours too. We believe deeply in the open-source ecosystem and strive to support—not replace—existing tools and communities. • We keep things simple, async-friendly, and respectful of your time: • Intro Call – A short video chat to get to know each other. • Interviews – Up to four calls with: • Future teammates • Someone cross-functional from product, growth, or engineering (depending on the role) • Someone from our leadership/founding team • Decision – We may follow up with a final question or go straight to offer. • All communication is remote and we aim to move fast.
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