合作负责人（EMEA）
Partnerships Lead (EMEA)
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、实时通信和向量搜索。所有服务深度集成，专为增长而设计。
关于该职位
Supabase 的合作伙伴职能涵盖多个子职能——集成合作伙伴、解决方案合作伙伴、云服务、市场和初创企业——每个子职能都拥有其领域的全球战略。我们正在寻找一名 EMEA 地区的合作伙伴发展经理，以在该地区落实这些战略。
这是一个通才型、以区域为核心的职位，涵盖所有类型的合作伙伴。你不会负责单一职能的全流程，而是会跨所有职能工作——结合新合作伙伴的开发与已在全球存在的合作伙伴的激活，根据该地区最需要的地方进行推进。
你将加入一个成熟的全球合作伙伴团队，日常与各职能负责人及 EMEA 同事合作，并向合作伙伴总监汇报。你是全球合作伙伴战略与 EMEA 商业、监管和市场现实之间的连接点。
很多工作需要面对面进行——建立高级合作伙伴关系，活跃于市场，并利用该地区的联合销售和联合营销机会。随着地区合作伙伴数量的增长，该职位预计将逐步演变并最终专业化；你将帮助塑造其发展方向。
你将负责的工作
区域合作伙伴开发
- 在 EMEA 地区尚未覆盖的领域（包括集成、解决方案、云服务、市场和初创企业）中识别、优先排序并达成新的合作伙伴关系——包括小型区域性解决方案合作伙伴和分销商，当它们能打开市场时。
- 建立并维护所有职能的潜在合作伙伴区域管道。
合作伙伴激活与赋能
- 本地化并激活面向 EMEA 市场的全球获取的合作伙伴关系，包括区域性赋能、联合销售、联合营销和必要的商业条款。
- 确保现有的合作伙伴计划和福利正确地传达给 EMEA 的客户、合作伙伴和初创企业。
跨职能协调
- 与各子职能负责人协作，将全球战略转化为区域执行。
- 标识全球合作伙伴战略与 EMEA 市场条件不匹配的地方，并与职能负责人共同进行调整。
- 代表 Supabase 参加 EMEA 地区的合作伙伴和开发者活动，
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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 spans several sub-functions — Integration Partners, Solution Partners, Cloud, Marketplace, and Startups — each of which owns a global strategy for their area. We're looking for a Partner Development Manager, EMEA to give those strategies a real presence in the region.
This is a generalist, region-first role covering all partner types. Rather than owning a single function end-to-end, you'll work across all of them — combining new partner development with the activation of partnerships that already exist globally, wherever the region needs it most.
You'll join an established global partnerships team, working day-to-day with our function leads and EMEA colleagues and reporting to the Head of Partnerships. You are the connection point between global partner strategy and the commercial, regulatory, and market realities of EMEA.
Much of the work happens in person — building senior partner relationships, being present in the market, and capitalising on co-selling and co-marketing opportunities across the region. As regional partner volume grows, we expect the role to evolve and eventually specialise; you'll help shape what that looks like.
WHAT YOU'LL OWN
Regional Partner Development
- Identify, prioritise, and close new partners across Integration, Solution, Cloud, Marketplace, and Startup motions where EMEA coverage does not yet exist — including smaller regional solution partners and resellers where they open up the market.
- Build and maintain a regional pipeline of prospective partners across all functions.
Partner Activation & Enablement
- Localise and activate globally-sourced partnerships for the EMEA market, including regional enablement, co-selling, co-marketing, and commercial terms where needed.
- Ensure existing partner programs and benefits translate correctly to EMEA customers, partners, and startups.
Cross-Functional Coordination
- Work alongside each sub-function lead to translate global strategy into regional execution.
- Flag where global partnership strategy does not fit EMEA market conditions, and adapt it together with function leads.
- Represent Supabase at EMEA partner and developer events, and build relationships with regional partner organisations.
WHAT WE'RE LOOKING FOR
- 5–10 years in partnerships, business development, or channel roles, with direct experience onboarding and running partnerships within EMEA specifically.
- Demonstrated ability to operate across multiple partner motions — technology integrations, solution/SI, and startup ecosystem — without a single specialist playbook to rely on.
- Experience building a regional function within a company that was previously concentrated in another region.
- Strong commercial judgement across varied partner types and counterparties.
- Comfortable operating independently across a significant timezone gap from the core team, with clear judgement on what requires synchronous alignment.
- Background in developer tools, databases, or infrastructure software.
- An established, senior-level network of partner connections in EMEA — across technology vendors, systems integrators, and/or the startup ecosystem — that can be activated quickly, with the credibility to engage senior counterparts from day one.
- Fluent English, with excellent written and verbal communication — including the ability to make a clear case when regional realities diverge from global strategy.
NICE TO HAVE
- Established relationships within AWS's EMEA partner organisation (strongly preferred), or GCP/Azure equivalents.
- A second language relevant to the region (e.g. French, German, Spanish, Arabic).
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.