Supabase - GTM Strategist
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Responsibilities
• Own the end-to-end revenue operations strategy with a focus on customer success / field engineering: pipeline health, forecasting, territory design, and GTM capacity planning. • Build and maintain a single source of truth for revenue data across HubSpot, BigQuery, Hex, and usage signals from the Supabase platform. • Partner with Sales Leadership to design and iterate on coverage models, segmentation, and quota structures that reflect how developers actually buy. • Define and track the metrics that matter, from top-of-funnel conversion to NRR, and surface insights that drive action, not just reporting. • Lead the RevOps roadmap: prioritize tooling investments, manage vendor relationships, and evaluate new systems against real business needs. • Work cross-functionally with Finance on revenue forecasting and accrual accuracy, ensuring GTM and financial models stay aligned. • Collaborate with GTM Engineering on automations and data pipelines so that your strategy translates into working systems, not just slide decks. • We'll expect you to • Operate with high ownership. You set your own agenda, escalate when needed, and don't wait to be asked. • Work asynchronously and document clearly. We're a globally distributed team and writing is how we think. • Bridge strategy and execution. From drafting rules of engagements in Google Docs to using SQL to it. • Build for scale without over-engineering. Simple systems that work beat perfect systems that don't ship. • Stay close to the customer. Developers are our buyers, and understanding how they discover, adopt, and expand is core to everything you'll do. • You might be a fit if you • Have 6+ years of experience in Revenue Operations, Strategy Consulting, GTM Strategy, or Sales Operations at a B2B SaaS or developer-tools company. • Are fluent in the GTM stack: HubSpot, BigQuery, and Hightouch. • Can write SQL comfortably and aren't afraid to get into the data yourself before asking an analyst. • Have experience designing or overhauling sales processes, forecasting cadences, or territory models in a high-growth environment. • Understand product-led growth motions: PLS, usage-based triggers, and how PLG data flows into commercial pipelines. • Thrive with autonomy and are energized by building things that didn't exist before you joined. • Communicate with clarity across Finance, Sales, Engineering, and Marketing without losing nuance.
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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