Partner Development Manager

Supabase, Inc.

Job Overview

Location

Cali, Indiana, USA

Job Type

Full-time

Full Job Description

📋 Description

• Supabase is seeking a dynamic and results-driven Partner Development Manager to spearhead the growth of our integration partner ecosystem, with a particular emphasis on forging strategic alliances within the AI builder space. This is a pivotal role for an individual passionate about building and scaling partnerships from the ground up, operating with significant autonomy and a mandate to define and execute new strategies in a fast-paced, open-source-first environment.
• As the owner of a focused portfolio of high-impact partners, you will be instrumental in identifying, cultivating, and expanding relationships with key players across developer tooling, AI builders, and adjacent infrastructure categories. Your primary objective will be to translate these partnerships into tangible business outcomes, driving measurable adoption of Supabase, generating qualified pipeline, and contributing directly to revenue growth.
• This role is intensely execution-oriented. You will be deeply involved in working directly with partners to bring integrations to life, collaboratively develop and launch joint go-to-market (GTM) motions, and ensure these initiatives translate into significant user adoption and commercial success. You will be the central point of contact and the ultimate owner for your assigned partners, managing the entire lifecycle from initial technical scoping and integration development through to post-launch growth and optimization.
• Success in this role requires a proactive approach to cross-functional collaboration. You will work hand-in-hand with Supabase's Product, Engineering, Marketing, Sales, Customer Success, and Data teams. This close alignment is crucial for ensuring that partnerships are technically sound, strategically aligned with our product roadmap, effectively marketed, and successfully monetized, ultimately turning strategic alliances into substantial business value.
• You will be responsible for developing and executing joint GTM plans with clearly defined Key Performance Indicators (KPIs). These KPIs will encompass a range of metrics, including the successful launch of new integrations (0 to 1 wins), expansion of Annual Recurring Revenue (ARR) through partner channels, generation of sales pipeline, increased integration usage, and overall partner adoption rates.
• A significant part of your role will involve driving sourced and influenced pipeline through the strategic leverage of your partner relationships. This includes actively enabling Supabase's Sales teams by providing them with compelling partner positioning, comprehensive playbooks, and facilitating valuable introductions to key partner contacts. You will also collaborate directly with partners on co-selling opportunities, particularly focusing on closing enterprise deals where partner involvement is critical.
• Beyond commercial aspects, you will be a key liaison between Supabase and our partners on technical fronts. This involves working closely with Product and Engineering teams to align integration roadmaps, ensure technical compatibility, and champion the development of robust, scalable integrations. You will also coordinate a variety of co-marketing initiatives with the Marketing team, including product launches, joint webinars, hackathons, the creation of compelling case studies, and participation in industry events.
• To foster successful partnerships, you will be responsible for partner enablement, which includes providing comprehensive training, developing clear documentation, and maintaining ongoing engagement to ensure partners are well-equipped to leverage and promote Supabase.
• Building and nurturing strong relationships across all levels within partner organizations is paramount. This includes fostering connections from technical product and engineering teams to sales and account management, all the way up to executive leadership. You will be expected to meticulously track and report on partner performance metrics, including ARR, usage statistics, activation rates, and pipeline generation, maintaining accurate forecasts and health dashboards.
• Proactive identification of potential issues or risks within partnerships and driving their swift resolution will be a critical aspect of your responsibilities. This role offers a unique opportunity to shape the future of Supabase's partner ecosystem, making a direct and visible impact on product adoption, market expansion, and overall company revenue. If you thrive in environments where you can define the strategy, build the processes, and execute with a high degree of ownership, this role is an exceptional fit.

🎯 Requirements

• Approximately 5 years of experience in partnerships, business development, or platform strategy, preferably within developer tools, cloud infrastructure, or a related technology company.
• A strong understanding of developer ecosystems, modern data stacks, and cloud infrastructure, with a keen awareness of emerging trends, particularly in AI.
• Demonstrated success in launching and scaling software integrations, with a proven track record of driving adoption and growth post-launch.
• Experience managing partner relationships end-to-end, encompassing sourcing, technical alignment, negotiation, launch execution, and ongoing growth management.
• Commercial acumen, including comfort with deal structures, revenue models, forecasting, and key performance indicators (KPIs).
• Excellent communication and interpersonal skills, with the ability to effectively align diverse teams including Product, Engineering, Sales, Marketing, and Customer Success.
• A highly organized and proactive approach to program development, with the ability to build processes from scratch and iterate quickly in a dynamic environment.
• Data-driven and outcome-oriented mindset, with a focus on achieving measurable results.
• Comfort operating in ambiguous, fast-moving environments, particularly within an open-source-first startup culture.

🏖️ Benefits

• Fully Remote Work: Hire globally, with the flexibility to work from anywhere. Includes a WeWork membership or co-working allowance.
• Employee Stock Option Plan (ESOP): Equity ownership in the company, allowing all team members to share in the company's success.
• Technology Allowance: A budget to set up your ideal home office environment with necessary equipment like laptops, monitors, and headphones.
• Comprehensive Health Benefits: Supabase covers 100% of health insurance premiums for employees and 80% for dependents, regardless of location.
• Annual Company Off-Sites: An annual gathering in a new city for the entire company to connect, collaborate, and build team cohesion.
• Flexible and Asynchronous Work: Trust and autonomy to manage your own time and work schedule effectively.
• Professional Development Allowance: An annual budget for continuous learning, including courses, books, conferences, and other growth opportunities.

Skills & Technologies

PostgreSQL

Remote

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Supabase, Inc.

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About Supabase, Inc.

Supabase is an open-source Firebase alternative providing a PostgreSQL database, real-time subscriptions, authentication, storage, and edge functions. Built for developers, it offers a scalable backend infrastructure with a user-friendly dashboard and APIs, enabling rapid application development without managing servers. Based in Singapore, Supabase targets startups and enterprises seeking cost-effective, self-hostable cloud services. The platform integrates seamlessly with modern frameworks like React and Flutter, emphasizing data ownership and portability. Since 2020, it has gained traction for simplifying backend complexities while maintaining enterprise-grade security and performance.

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