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Supabase is seeking a Pre-Sales Solutions Architect Leader to own the health, direction, and performance of the Solutions Architecture function. This is a player-coach role combining direct accountability for strategic deals and channel coverage with primary responsibility for developing and scaling the SA team.
People Leadership & Team Development: Hire, onboard, and coach Solutions Architects to operate as credible technical partners in the sales cycle. Run regular 1:1s reviewing deal strategy, PoC scoping, and objection handling. Build repeatable playbooks (discovery frameworks, PoC templates, competitive positioning) to ensure consistent quality. Set and maintain standards for technical depth, commercial instinct, and quota attainment.
Channel & Coverage Ownership: Own the coverage model across all five channels—Direct Sales (AMER, EMEA, APJ), Hyperscalers (AWS, GCP, Azure, OCI), Accelerators/VCs (YCombinator, TechStars), SfP + OAuth Partners (Lovable, Bolt, Anthropic), and Solution Providers. Rebalance SA assignments as pipeline volume and deal complexity shift. Resolve coverage gaps through hiring, reassignment, or controlled exceptions. Approve which opportunities warrant Leader-level involvement.
Technical Sales Oversight: Ensure every significant opportunity has a clear technical owner for architecture fit, use cases, and competitive positioning. Spot-check deal documentation and risk tracking. Step in directly on largest or most strategic evaluations.
Discovery & Qualification: Coach SAs on discovery quality and hold the team accountable for surfacing deal-level risk early to AEs and sales leadership.
Proof of Concept Support: Audit PoCs to ensure they demonstrate differentiated value, not just technical compliance. Review success criteria, evaluation structure, and win-rate patterns.
Technical Objection Handling: Serve as escalation layer for hardest architecture, security, or compliance objections on RFPs, security questionnaires, and competitive deals.
Commercial Alignment: Connect technical requirements to commercial outcomes. Personally engage on pricing/packaging justification and expansion-signal strategy for largest deals.
Internal Collaboration: Partner with Sales leadership on SA/AE pairing at portfolio level. Work with Partner Leads across all channels. Represent aggregated market signal to Engineering and Product. Ensure handoff quality from pre-sale to post-sale is consistent.
Compensation is tied to team-wide ARR bookings (new logo, expansion, multi-year commitments) across every SA's pipeline, not just deals the Leader personally works.
