Partnerships Lead (EMEA)

Rozgoo; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Fully Remote

ESOP

Tech Allowance

Health Benefits

Annual Off-Sites

Flexible Work

Education Allowance

Job summary

Supabase is seeking a Partner Development Manager, EMEA to shape regional partner strategy across integrations, solutions, cloud, marketplace, and startups. This role is region-first, globally supported, and involved in co-selling and co-marketing opportunities to grow the EMEA footprint.

You’ll collaborate with global leads and local partners, build senior relationships, and help evolve the role as volume grows. Remote work options and global collaboration are expected.

Qualifications

• 5–10 years in partnerships, BD, or channel roles with EMEA focus.
• Experience across multiple partner motions: integrations, solutions, SI, and startups.
• Experience building regional function within a company previously concentrated in another region.
• Strong commercial judgement across varied partner types.
• Ability to operate across significant timezone differences with synchronous alignment.
• Background in developer tools, databases, or infrastructure software.
• Established senior network of EMEA partner connections.
• Fluent English with excellent written and verbal communication.
• Second language relevant to region (e.g. French, German, Spanish, Arabic).

Responsibilities

• Identify, prioritise, and close new partners across multiple motions in EMEA.
• Localise and activate globally-sourced partnerships for the EMEA market.
• Coordinate cross-functionally to translate global strategy to regional execution.
• Represent Supabase at EMEA partner and developer events.
• Build and manage regional partner pipeline.

Skills

Partnerships

Business development

Channel sales

EMEA experience

Regional leadership

Developer tools background

Databases / infrastructure

English fluency

Networking

Time zone coordination

Job description

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.

About the Role

Supabase's Partnerships function spans several sub-functions — Integration Partners, Solution Partners, Cloud, Marketplace, and Startups — each of which owns a global strategy for their area. We're looking for a Partner Development Manager, EMEA to give those strategies a real presence in the region. This is a generalist, region-first role covering all partner types . Rather than owning a single function end-to-end, you'll work across all of them — combining new partner development with the activation of partnerships that already exist globally, wherever the region needs it most. You'll join an established global partnerships team, working day-to-day with our function leads and EMEA colleagues and reporting to the Head of Partnerships. You are the connection point between global partner strategy and the commercial, regulatory, and market realities of EMEA. Much of the work happens in person — building senior partner relationships, being present in the market, and capitalising on co-selling and co-marketing opportunities across the region. As regional partner volume grows, we expect the role to evolve and eventually specialise; you'll help shape what that looks like.

What You'll Own

Regional Partner Development

Identify, prioritise, and close new partners across Integration, Solution, Cloud, Marketplace, and Startup motions where EMEA coverage does not yet exist — including smaller regional solution partners and resellers where they open up the market. Build and maintain a regional pipeline of prospective partners across all functions.

Partner Activation & Enablement

Localise and activate globally-sourced partnerships for the EMEA market, including regional enablement, co-selling, co-marketing, and commercial terms where needed. Ensure existing partner programs and benefits translate correctly to EMEA customers, partners, and startups.

Cross-Functional Coordination

Work alongside each sub-function lead to translate global strategy into regional execution. Flag where global partnership strategy does not fit EMEA market conditions, and adapt it together with function leads. Represent Supabase at EMEA partner and developer events, and build relationships with regional partner organisations.

What We're Looking For

• 5–10 years in partnerships, business development, or channel roles, with direct experience onboarding and running partnerships within EMEA specifically.
• Demonstrated ability to operate across multiple partner motions — technology integrations, solution/SI, and startup ecosystem — without a single specialist playbook to rely on.
• Experience building a regional function within a company that was previously concentrated in another region.
• Strong commercial judgement across varied partner types and counterparties.
• Comfortable operating independently across a significant timezone gap from the core team, with clear judgement on what requires synchronous alignment.
• Background in developer tools, databases, or infrastructure software.
• An established, senior-level network of partner connections in EMEA — across technology vendors, systems integrators, and/or the startup ecosystem — that can be activated quickly, with the credibility to engage senior counterparts from day one.
• Fluent English, with excellent written and verbal communication — including the ability to make a clear case when regional realities diverge from global strategy.
• Nice to Have Established relationships within AWS's EMEA partner organisation (strongly preferred), or GCP/Azure equivalents.
• A second language relevant to the region (e.g. French, German, Spanish, Arabic).

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 supp