战略合作伙伴经理
Strategic Partner Manager
战略合作伙伴经理
地点 - 旧金山湾区（必须）
关于 Supabase
Supabase 是一个基于 Postgres 的开发平台，由开发者为开发者打造。我们提供完整的后端解决方案，包括数据库、认证、存储、边缘函数、实时功能和向量搜索。所有服务深度集成，专为增长而设计。
几分钟内即可启动一个完全托管、可扩展的 Postgres 数据库，以及一套工具，消除后端开发的复杂性。使用其中一项或全部——Supabase 为团队提供了开源的灵活性，同时具备现代平台的速度和简便性，让他们能够快速推进而不牺牲控制力。
关于该职位
我们正在招聘一名战略合作伙伴经理，负责与顶级 AI 实验室和开发者建立战略关系。
我们正在寻找以下两种候选人之一：
1. 具有之前合作伙伴解决方案架构师背景的候选人。你是一位技术专家，了解如何与产品/工程和合作伙伴关系的利益相关者建立关系，并能在一个大型合作伙伴组织中游刃有余
2. 在高增长基础设施科技公司中曾与前五大合作伙伴合作的传统合作伙伴管理背景的候选人。你了解如何在一个大型合作伙伴组织中游刃有余，并能深入与合作伙伴合作，构建集成、开展联合营销、执行联合 GTM 计划、在合作伙伴组织的所有层级建立关系，并进行季度业务回顾。
你将负责 2-3 个战略合作伙伴关系，并作为 Supabase 的核心推动者，推动联合开发（产品集成）、联合营销和跨合作伙伴组织各层级的关系建设。这包括促成高管接触并运行季度业务回顾。这是一个高度可见、注重执行的角色：你将直接与合作伙伴合作，交付集成、推出联合 GTM 动作，并推动可衡量的产品采用。
你将全程负责你的合作伙伴组——从技术范围定义和发布到发布后的增长——并与产品、工程、市场、销售、客户成功和数据团队紧密合作，将合作伙伴关系转化为实际的业务成果。
这是一个高可见度的个人贡献者角色，对产品采用、生态系统扩展和收入有直接影响。
- 这是一个构建和扩展集成合作伙伴关系的角色。
- 你将被期望在初期拥有大量自主权，流程较少。
- 如果你喜欢编写指南并在市场上执行，这个角色适合你
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STRATEGIC PARTNER MANAGER
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 Partner Manager 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.