Member of Technical Staff/ Partners

supabase; San Francisco (CA); Hybrid; USD 180,000 - 240,000; Full time

Benefits offered by this job

Fully Remote

ESOP

Tech Allowance

Health Benefits

Annual Off-Sites

Flexible Work

Professional Development

Job summary

Supabase in San Francisco Bay Area is seeking a Strategic Technical Partner to lead strategic relationships with top AI labs and builders. This high-visibility IC role focuses on building and scaling integration partnerships, co-marketing, and joint GTM initiatives to drive product adoption and revenue.

The role requires 10+ years in partnerships or platform strategy, with a deep understanding of developer ecosystems and open-source alignment.

Qualifications

• 10+ years in partnerships, business development, or platform strategy at a developer tools, cloud, or infrastructure company.
• Strong understanding of developer ecosystems and modern data/infra stacks.
• Experience shipping integrations and growing them post-launch.
• End-to-end ownership from sourcing to growth with partners.
• Commercial mindset: deals, revenue models, forecasting and KPIs.
• Ability to align Product, Engineering, Sales, Marketing and Customer Success.
• Highly organized, able to build programs from scratch and iterate.
• Comfortable in ambiguity in a fast-moving, open-source-first environment.
• Data-driven and outcome-oriented.
• Startup experience is a plus.

Responsibilities

• Own and grow 2–3 strategic partnerships for Supabase.
• Develop and execute joint GTM plans with defined KPIs (ARR, pipeline, integrations).
• Execute expansion opportunities including co-marketing and co-sell motions.
• Drive sourced and influenced pipeline through partner relationships.
• Enable Sales with partner positioning, playbooks, and introductions.
• Collaborate with partners on co-selling opportunities and enterprise deals.
• Work with Product and Engineering on integration roadmaps and alignment.
• Coordinate co-marketing initiatives with Marketing (webinars, events, case studies).
• Support partner enablement through training and documentation.
• Build relationships across partner organizations and track performance metrics.
• Identify issues/risks and drive proactive resolution.

Skills

Partnerships experience

Developer ecosystem understanding

Integrations shipping

End-to-end ownership

Commercial awareness

Cross-functional influence

Clear communication

Organized program management

Data-driven

Startup experience a plus

Job description

Member of Technical Staff/ Partners

Location - San Francisco Bay Area (required)

About Supabase

Supabase is the Postgres development platform, built by developers for developers. We provide a complete backend solution including Database, Auth, Storage, Edge Functions, Realtime, and Vector Search. All services are deeply integrated and designed for growth.

Start in minutes with a fully managed, scalable Postgres database and a suite of tools that eliminate the complexity of backend development. Use one or use all—Supabase gives teams the flexibility of open source with the speed and simplicity of a modern platform, so they can move fast without sacrificing control.

About the Role

We’re hiring a Strategic Technical Partner to lead our strategic relationships with top AI labs and builders.

We’re looking for one of two candidate profiles for this role:

1. Partner Solutions Architect background in previous roles. You’re a technical SME and know how to build relationships with Product/Engineering and Partnerships stakeholders and can navigate a large partner organization

2. Traditional partner management background working with a top-five partner at a high-growth infrastructure technology company. You know how to navigate a large partner organization and go deep with the partner to build integrations, run co-marketing, execute joint GTM initiatives, build relationships across all levels within the partner org, and conduct QBRs.

You’ll lead 2–3 strategic partner relationships and serve as Supabase’s quarterback, driving co-build (product integration), co-market, and relationship-building across all levels of the partner organization. This includes facilitating executive touchpoints and running quarterly business reviews. This is a highly visible, execution-oriented role: you’ll work directly with partners to ship integrations, launch joint GTM motions, and drive measurable product adoption.

You’ll own your partner set end-to-end — from technical scoping and launch through post-launch growth — working closely with Product, Engineering, Marketing, Sales, Customer Success, and Data to turn partnerships into real business outcomes.

This is a high-visibility IC role with direct impact on product adoption, ecosystem expansion, and revenue.

• This is a build and scale integration partnerships role.

• You’ll be expected to operate with a lot of ownership and little process at the start.

• If you enjoy writing the playbook and running it in-market, this role will be a good fit.

What You’ll Do

Partner Strategy & Ownership

• Own and grow 2-3 strategic partnerships for Supabase

• Develop and execute joint GTM plans with defined KPIs (0 to 1 in wins, ARR, pipeline, integrations, adoption)

• Execute expansion opportunities including co-marketing events, co-sell motions, and joint GTM initiatives

Revenue & Pipeline Development

• Drive sourced and influenced pipeline through partner relationships

• Enable Sales teams with partner positioning, playbooks, and introductions

• Collaborate with partners on co-selling opportunities and enterprise deals

Cross-Functional Execution

• Work closely with Product and Engineering on integration roadmaps and technical alignment

• Coordinate co-marketing initiatives with Marketing (launches, webinars, hackathons, case studies, events)

• Support partner enablement through training, documentation, and ongoing engagement

Partner Management & Relationships

• Build strong relationships across all levels within the partner organization (from Product/Eng to SA to executives)

• Track and report on partner performance metrics (ARR, usage, activation, pipeline)

• Maintain accurate forecasting and partnership health dashboards

• Identify issues/risks and proactively drive resolution

What We’re Looking For

• 10+ years of experience in partnerships, business development, or platform strategy at a developer tools, cloud, or infrastructure company

• Strong understanding of developer ecosystems and modern data / infra stacks

• Demonstrated experience shipping integrations and growing them post-launch

• Experience owning partners end-to-end: sourcing, technical alignment, negotiation, launch, and growth

• Commercially minded: comfortable with deal structures, revenue models, forecasting, and KPIs

• Clear, concise communicator who can align Product, Engineering, Sales, Marketing, and Customer Success teams

• Highly organized operator who can build programs from scratch and iterate quickly

• Comfortable operating in ambiguity in a fast-moving, open-source-first environment

• Data-driven and outcome-oriented

• Startup experience is a plus

What We Offer

• 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.

• ESOP

  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.

• Health Benefits

  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

  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.

About the Team

Supabase was born-remote and open-source-first. We believe our globally distributed team is our secret weapon in building tools developers love.

• ~400 team members

• 60+ countries

• 20+ languages spoken

• Over $1B raised (including our $500M Series F)

• 540,000+ 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.