AWS 企业领域负责人
AWS Enterprise Segment Lead
关于 Supabase
Supabase 是基于 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。
关于该职位
该职位负责 Supabase 与 AWS 合作的企业及 AI 部分——推动大型、复杂的企业客户和以 AI 为核心的企业在 Supabase 上构建生产工作负载的采用。你将围绕标杆客户推动企业战略，与 AWS 建立企业创新资金的案例，并负责与 AWS 企业客户团队和解决方案架构师的关系。
这是一个战略性、与配额相关的职位：你将通过 AWS 联合销售建立企业渠道，加深 AWS 对 Supabase 作为企业级平台的信心，并支持能力认证和标杆计划，以解锁更多的 AWS 投资。
你将负责的工作
- 主导 AWS 企业战略
- 管理与 AWS 企业客户团队、解决方案架构师及相关服务线团队（如数据库服务）的关系
- 通过 ACE 推动企业及 AI 原生客户的联合销售渠道，与 AWS 现场团队紧密合作
- 支持 AWS 能力认证认定和标杆计划管理——协调客户参考、证据收集和续约时间表
- 构建并维护用于 AWS 面向业务案例和高管对话的标杆客户故事
- 代表企业战略和资金讨论，提供渠道数据和客户级别的详细信息以支持对 AWS 的投资请求
- 与销售领导合作，识别 AWS 联合销售可以加速交易的战略企业客户
- 与产品和产品营销团队合作，确保 AWS 解决方案架构师和客户团队的企企业/AI 产品叙述保持最新
你是什么样的人
- 4-6 年以上在合作伙伴、联盟或企业业务发展领域的工作经验，最好有直接的 AWS 或超大规模云服务商经验
- 有与企业 AWS 客户团队合作的经验，了解企业销售周期和联合销售机制（ACE）
- 在战术层面（参考协调、能力证据）和战略层面（高管叙事、资金请求）都能自如操作
- 强大的跨职能协作能力——该职位涉及销售、产品营销和高管团队
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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
This role owns the enterprise and AI segment of Supabase's AWS partnership -- driving adoption among larger, more complex enterprise accounts and AI-native companies building production workloads on Supabase. You'll anchor the enterprise motion around reference customers, build the case for enterprise innovation funding with AWS, and own the relationship with AWS enterprise account teams and Solutions Architects.
This is a strategic, quota-adjacent role: you'll be responsible for building enterprise pipeline through AWS co-sell, deepening AWS's confidence in Supabase as an enterprise-ready platform, and supporting Competency and reference programs that unlock further AWS investment.
WHAT YOU'LL DO
- Own the AWS enterprise strategy
- Manage relationships with AWS enterprise account teams, Solutions Architects, and relevant service-line teams (e.g., Database Services)
- Drive co-sell pipeline for enterprise and AI-native accounts through ACE, working closely with AWS field teams
- Support AWS Competency designations and reference program management -- coordinating customer references, evidence collection, and renewal timelines
- Build and maintain enterprise reference narratives (anchor customer stories) used in AWS-facing business cases and exec conversations
- Represent the enterprise motion and funding discussions, providing pipeline data and account-level detail to support investment asks to AWS
- Partner with sales leadership to identify strategic enterprise accounts where AWS co-sell can accelerate deals
- Work with product and product marketing to keep the enterprise/AI product narrative current for AWS SAs and account teams
WHO YOU ARE
- 4-6+ years in partnerships, alliances, or enterprise business development, ideally with direct AWS or hyperscaler experience
- Experience working with enterprise AWS account teams and understanding of enterprise sales cycles and co-sell mechanics (ACE)
- Comfortable operating at both the tactical level (reference coordination, Competency evidence) and the strategic level (exec narrative, funding asks)
- Strong cross-functional collaborator -- this role touches sales, product marketing, and executive stakeholders regularly
- Familiarity with AWS Partner Central, Competency programs, or Marketplace private offers a plus
- Experience with AI/ML workloads or AI-native customer segments is a strong 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.