GSI Partnership Lead

📋 Description

• • Launch and lead Supabase’s first Solutions Partner Program from 0-to-1, defining the ideal partner profile, tiering structure, and commercial model (referral, co-sell, resell) to extend reach into mid-market and enterprise customers.
• • Build the operational framework for the program, including entry requirements, certification expectations, tiered benefits, and progression pathways for partners such as systems integrators, digital agencies, and Postgres/AI specialist consultancies.
• • Collaborate with in-house counsel to establish legal and commercial agreements, including partner contracts, referral terms, and co-sell rules of engagement.
• • Stand up the operational backbone in HubSpot by configuring partner objects, pipeline structures, attribution models, and reporting dashboards to track partner-sourced and partner-influenced revenue.
• • Personally recruit, negotiate with, and close the first 10–20 strategic partners whose success will define the program’s trajectory and credibility.
• • Own end-to-end partner onboarding, including enablement, certification, joint GTM planning, and first-deal support to ensure early wins and strong partner adoption.
• • Partner with the sales team to build and operationalize a co-sell motion that integrates partner pipelines into Supabase’s sales process and drives measurable pipeline growth.
• • Develop a co-marketing playbook with the marketing team to create joint content, events, case studies, and campaigns that amplify partner visibility and customer acquisition.
• • Hire and lead a scaling team including partner managers, partner operations, and partner marketing roles as the program expands beyond the initial cohort.
• • Productize the partner program by building self-serve onboarding flows, a partner portal, and scalable certification systems to reduce manual effort and support global growth.
• • Expand the program into new geographies and verticals based on partner and customer demand, identifying high-potential markets and verticals where Supabase can be embedded via partner ecosystems.
• • Own key performance metrics including partner-sourced revenue, partner-influenced revenue, and leading indicators that predict program scalability and ROI.
• • Operate with rigorous instrumentation: use data and dashboards to measure program health, optimize partner engagement, and make decisions based on metrics—not intuition.
• • Communicate clearly and asynchronously across a global, remote team, ensuring alignment through written documentation, proposals, and partner communications.
• • Maintain a hands-on, builder mindset: write partner agreements, conduct partner calls, configure HubSpot views, and solve operational problems directly before scaling the team.
• • Leverage existing relationships and networks with systems integrators, agencies, or consultancies that build on Postgres, Firebase, or modern application stacks to accelerate initial recruitment.
• • Align partner program strategy with Supabase’s open-source-first, product-led growth culture, ensuring partnerships enhance—not replace—existing developer tools and communities.