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Supabase is a Postgres development platform providing a complete backend solution including Database, Auth, Storage, Edge Functions, Realtime, and Vector Search. This role owns the enterprise and AI segment of Supabase's AWS partnership, driving adoption among larger, complex enterprise accounts and AI-native companies building production workloads on the platform.
You will 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 focused on 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.
Key responsibilities include owning the AWS enterprise strategy, managing relationships with AWS enterprise account teams and Solutions Architects, driving co-sell pipeline for enterprise and AI-native accounts through ACE, supporting AWS Competency designations and reference program management, building and maintaining enterprise reference narratives for AWS-facing business cases, representing the enterprise motion in funding discussions with pipeline data, partnering with sales leadership to identify strategic accounts where AWS co-sell can accelerate deals, and working with product and product marketing to keep the enterprise/AI narrative current for AWS SAs and account teams.
You bring 4-6+ years in partnerships, alliances, or enterprise business development, ideally with direct AWS or hyperscaler experience. You understand enterprise AWS account teams, enterprise sales cycles, and co-sell mechanics (ACE). You operate comfortably at both tactical levels (reference coordination, Competency evidence) and strategic levels (exec narrative, funding asks). You are a strong cross-functional collaborator who regularly engages with sales, product marketing, and executive stakeholders. Familiarity with AWS Partner Central, Competency programs, or Marketplace private offers is a plus. Experience with AI/ML workloads or AI-native customer segments is a strong plus.
Supabase is a globally distributed, born-remote, open-source-first company with ~400 team members across 60+ countries speaking 20+ languages. The company has raised over $1B including a $500M Series F and has 540,000+ community members. Benefits include fully remote work with WeWork membership or co-working allowance, ESOP equity ownership for all team members, tech allowance, 100% health insurance coverage for employees and 80% for dependents, annual company off-sites, flexible asynchronous work, and annual professional development allowance.
