生态系统经理
Partnerships Manager, Ecosystem
合作伙伴经理，生态系统
关于 Supabase
Supabase 是一个专为开发者打造的 Postgres 开发平台。我们提供完整的后端解决方案——数据库、认证、存储、边缘函数、实时功能和向量搜索——所有功能深度集成并设计为可扩展。数百万开发者在 Supabase 上构建应用。我们是远程优先、异步原生，并且行动迅速。
关于该职位
我们正在早期阶段构建自己的合作伙伴市场计划，这个职位是该计划的基础。你将帮助奠定该计划的基石——从管理我们的顶级市场和推荐合作伙伴的深入客户关系开始，并审核新合作伙伴请求的准入。你将专注于一组高优先级的合作伙伴，深入挖掘——建立推动真实用户增长的联合营销和联合销售策略——同时作为进入管道的新合作伙伴机会的第一道筛选关卡。
你将负责的工作
合作伙伴账户管理
- 与每个合作伙伴制定并执行联合营销和联合销售策略以推动用户增长
- 负责对重点市场和推荐合作伙伴的日常关系管理
- 向内部利益相关者报告合作伙伴的表现和进展——采用情况、归因、收入影响
- 协调集成支持，确保合作伙伴在签约后拥有成功所需的资源
合作伙伴准入与分配
- 审核 incoming 的合作伙伴请求并评估是否符合我们的合作伙伴标准
- 确保新合作伙伴被正确分配到相应的内部项目中
- 负责合作伙伴的入职流程——使新合作伙伴从签署协议顺利过渡到活跃合作伙伴
- 标记高潜力的机会进行进一步评估或升级
你应具备的条件
- 5-10 年合作伙伴关系、推荐营销或渠道销售经验
- 有从 0 到 1 构建市场的经验
- 在 PLG 策略、集成、市场生态系统和开发工具/数据库公司方面具有专业知识——你了解开发者如何评估和采用基础设施工具，并且你从内部了解合作伙伴计划是如何运作的
- 有推动联合营销和联合销售活动的记录，并取得了可衡量的结果，对归因有扎实的理解
- 熟练使用现代工具栈——Notion、Linear、Slack、Claude 和类似系统——作为日常工作的组成部分
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PARTNERSHIPS MANAGER, ECOSYSTEM
ABOUT SUPABASE
Supabase is the Postgres development platform built for developers. We provide a complete backend solution — Database, Auth, Storage, Edge Functions, Realtime, and Vector Search — all deeply integrated and designed to scale. Millions of developers build on Supabase. We're remote-first, async-native, and we move fast.
ABOUT THE ROLE
We're in the early days of building our partner marketplace program, and this role is foundational to it. You'll help lay the groundwork for what this program becomes — starting by owning two critical pieces: deep account management for our top marketplace and referral partners, and vetting the intake of new partnership requests. You'll take a focused set of high-priority partners and go deep — building the co-marketing and co-sell motion that drives real user growth — while also serving as the first filter for new partner opportunities coming into the pipeline.
What you'll do
Partner Account Management
- Develop and execute co-marketing and co-sell strategies with each partner to drive user growth
- Own day-to-day relationship management for a focused portfolio of top marketplace and referral partners
- Report on partner performance and progress — adoption, attribution, revenue impact — to internal stakeholders
- Coordinate integration support and ensure partners have what they need to succeed post-signature
Partner Intake & Routing
- Vet incoming partnership requests and evaluate fit against our partnership criteria
- Ensure new partners are routed and bucketed correctly across the right internal programs
- Own partner onboarding — getting new partners set up and moving smoothly from signed agreement to active partner
- Flag high-potential opportunities for further evaluation or escalation
Who you are
- 5-10 years of experience in Partnerships, referral marketing, or channel sales
- Experience helping build a marketplace from 0 to 1
- Domain expertise spanning PLG motions, integrations, marketplace ecosystems, and devtools/database companies — you understand how developers evaluate and adopt infrastructure tooling, and you've seen how partner programs operate from the inside
- Track record of driving co-marketing and co-sell campaigns that delivered measurable results, with a solid grasp of attribution
- Fluent working across modern tool stacks — Notion, Linear, Slack, Claude, and similar systems — as part of your daily workflow
Nice to have
- Prior experience at an early-stage startup
- Hands-on experience building with Supabase or AI-powered tools (Lovable, Bolt, Figma, v0, etc.)
We Offer
- 100% remote, no location-based salary adjustments
- Autonomous work environment
- Comprehensive health, vision, and dental — 100% for employees, 80% for dependents
- Tech Allowance + Annual Education Allowance
- Annual company off-sites
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.