合作伙伴运营与系统负责人
Partner Operations & Systems Lead
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。
关于该职位
Supabase 的合作伙伴职能正在快速扩展——涵盖技术合作伙伴、解决方案合作伙伴、初创公司和云合作伙伴。我们正在寻找一位合作伙伴运营与系统负责人，负责支撑该团队快速行动并基于良好数据做出决策的运营和技术基础。
这是一个高级且需要亲力亲为的职位。你将设计整个合作伙伴组织所依赖的系统、流程和报告，并且越来越多地亲自构建内部工具。Supabase 正在大力投资 AI 辅助开发，以比传统运维构建周期更快的速度推进，而该职位将作为合作伙伴部门内的一个领先示例。
你将直接向合作伙伴总监汇报，并与我们的区域和职能负责人平级，拥有在所有团队中建立并执行运营严谨性的使命。
除了基础设施，我们希望有人能帮助确定合作伙伴的战略重点——不仅仅是报告这些重点的系统。
你将负责的内容
系统与数据基础设施
- 全面负责合作伙伴技术栈——CRM 合作伙伴对象、归因工具和面向合作伙伴的门户。
- 设计并维护合作伙伴归因模型以及领导层用于评估绩效的仪表盘。
- 确保跨所有子职能的合作伙伴记录、交易和接触点的数据整洁性和一致性。
流程与项目管理
- 设计并运行合作伙伴入职、分层和认证计划。
- 负责合作伙伴团队的 RFC / DRI 决策框架，包括其使用和随时间的优化。
- 运行交易登记和“协调人”账户所有权流程，确保内部团队在合作伙伴带来的交易上保持一致。
- 构建并维护操作手册、标准操作流程和赋能材料，使团队在没有你参与的会议中也能扩展。
内部工具与自动化
- 构建内部自动化工具，消除手动运营工作——例如自动生成的合作伙伴绩效报告、HubSpot 到 Slack 的同步，或交易冲突警报——使用 Claude Code 等 AI 辅助开发工具。
- 原型设计并发布轻量级内部应用和仪表盘（部分）
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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
Supabase's Partnerships function is scaling fast - spanning Technology Partners, Solution Partners, Startups, and Cloud Partnerships. We're looking for a Partner Operations & Systems Lead to own the operational and technical backbone that lets this team move quickly and make decisions with good data.
This is a senior, hands-on role. You'll design the systems, processes, and reporting that the whole partnerships org runs on - and, increasingly, you'll build the internal tools yourself. Supabase is investing heavily in AI-assisted development to move faster than a traditional ops build cycle allows, and this role is expected to be a leading example of that inside Partnerships.
You'll report directly to the Head of Partnerships and sit alongside our regional and functional leads as a peer, with the mandate to build and enforce operational rigor across all teams.
Beyond the infrastructure, we want someone who helps shape where Partnerships places its bets - not just the system that reports on them.
WHAT YOU'LL OWN
Systems & Data Infrastructure
- Own the partner tech stack end-to-end - CRM partner objects, attribution tooling, and partner-facing portals.
- Design and maintain partner attribution models and the dashboards leadership uses to evaluate performance.
- Ensure data hygiene and consistency across partner records, deals, and touchpoints spanning all sub-functions.
Process & Program Management
- Design and run partner onboarding, tiering, and certification programs.
- Own the RFC / DRI decision-making framework for the partnerships team, including how it's used and refined over time.
- Run deal-registration and "quarterback" account-ownership processes that keep internal teams aligned on partner-sourced deals.
- Build and maintain the playbooks, SOPs, and enablement materials that let the team scale without you in every meeting.
Internal Tooling & Automation
- Build internal automations that remove manual ops work - e.g., auto-generated partner performance reports, HubSpot-to-Slack syncs, or deal-conflict alerts - using AI-assisted development tools like Claude Code.
- Prototype and ship lightweight internal apps and dashboards (partner health scorecards, RFC trackers, cross-tool syncs) without waiting on a shared data engineering backlog.
- Act as technical owner for partnerships' internal tools: write the spec, build it, test it, ship it, and maintain it.
- Know where the line is between a quick internal script and something that needs to be handed to Data/Engineering for production hardening - and manage that handoff cleanly.
Reporting & Analytics
- Produce recurring performance reporting on partner-attributed revenue and pipeline influence.
- Own the metrics and KPI framework the partnerships team is measured against.
- Support QBRs and board-level reporting on partnership performance.
Strategic Contribution
- Contribute to partner segmentation, tiering, and prioritization strategy - bringing data and operational reality to bear on where the team should invest.
- Challenge existing assumptions in the partner motion (which tiers, which incentive structures, which sub-functions get resourced) using evidence from the systems you own.
- Partner with the Head of Partnerships on strategic planning cycles - translating operational signal into recommendations, not just dashboards.
- Own execution of agreed strategic direction: once a call is made, drive the operational and cross-functional work to make it real.
Cross-Functional Leadership
- Serve as the connective tissue between Partnerships, Sales, RevOps, Legal, and Finance.
- Ensure partner agreement terms are correctly reflected in systems and reporting.
- Sit at the table for partner segmentation, tiering, and incentive-structure decisions as a contributor and challenger, not just an operator reporting on them after the fact.
WHAT WE'RE LOOKING FOR
- 7+ years in partner operations, revenue operations, or a related ops function, including experience designing (not just running) a program at scale.
- Proven ownership of a partner or revenue tech stack - you've made the build/buy/migrate calls, not just administered someone else's setup.
- Comfortable operating as the operational voice in exec-level rooms - QBRs, board prep, and cross-functional planning.
- Hands-on fluency with AI-assisted development (Claude Code or similar) - you can scope a problem, prompt effectively, review the output critically, and ship something real.
- A point of view on partner economics - rev share modeling, LTV by partner type - that can inform deal structuring, not just track it after signature.
- A track record of shaping strategic decisions, not just implementing them - comfortable pressure-testing a plan in the room and then owning the execution once direction is set.
- Experience managing a small team or dotted-line relationships across regions or sub-functions.
- Excellent written communication - you can turn ambiguity into a clear framework or a one-page decision doc.
NICE TO HAVE
- Experience with HubSpot (custom partner objects, multi-touch attribution), Clazar for cloud co-sell, and Linear for project management.
- Background in a developer-tools or platform business with a partner-driven go-to-market motion.
- Prior experience building internal tools or scripts, even informally, before AI-assisted development made it mainstream.
HOW WE'LL EVALUATE
Alongside standard interviews, candidates will complete a short build exercise: given a messy partner-data problem, show us how you'd use Claude Code (or a similar tool) to solve it. We're evaluating judgment and problem-scoping as much as the output itself.
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.