Solutions Architect

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.

The Pre-Sales Solutions Architect (SA) Leader owns the health, direction, and performance of the Solutions Architecture function. Where an individual SA is the technical owner within the sales cycle for their assigned opportunities, the SA Leader is accountable for technical win rate and deal velocity across the entire pre-sales motion — every channel the team supports, and the people who deliver against it.

The SA Leader is a player-coach: they carry direct accountability for channel coverage, the most strategic or highest-stakes evaluations, and cross-functional GTM alignment, while spending the majority of their time developing individual SAs so the team's proactive, commercially-sharp approach scales without becoming order-taking.

• People Leadership & Team Development: Hire, coach, and grow the SA team. Conduct regular 1:1s, review deal strategy, PoC scoping, and objection handling. Build and maintain repeatable playbooks (discovery frameworks, PoC templates, objection/RFP responses, competitive positioning). Set and hold the team to a consistent bar for technical depth, commercial instinct, and quota attainment.
• Channel & Coverage Ownership: Own the coverage model for the entire function across Direct Sales (AMER, EMEA, APJ), Hyperscalers (AWS, GCP, Azure, OCI), Accelerators/Incubators/VCs (YCombinator, TechStars, 500 Startups), SfP + OAuth Partners (Lovable, Bolt, Anthropic), and Solution Providers (Postgres.ai, Stormatics). Rebalance SA assignment as pipeline shifts, resolve coverage gaps, and approve which opportunities warrant Leader-level involvement.
• Technical Sales Ownership (oversight): Ensure every significant opportunity has a clear, accountable technical owner across architecture fit, use cases, evaluation criteria, and competitive positioning. Spot-check deal documentation and risk tracking, and step in directly on the largest or most strategic evaluations.
• Discovery and Technical Qualification (oversight): Ensure the team consistently qualifies opportunities as technically winnable early, coaching SAs on discovery quality and holding the team accountable for surfacing deal-level risk to AEs and sales leadership before it costs a deal.
• Proof of Concept and Evaluation Support (oversight): Ensure PoCs across the team are scoped to demonstrate differentiated value, not just technical box-checking. Audit success criteria, evaluation structure, and win-rate patterns across the whole book of active evaluations.
• Technical Objection Handling (oversight): Act as the escalation layer above the individual SA for the hardest architecture, security, or compliance objections. Get involved in RFPs, security questionnaires, and competitive deals that could stall without senior technical input.
• Commercial Technical Alignment (oversight): Ensure the team consistently connects technical requirements to commercial outcomes across the pipeline. Personally engage on pricing/packaging justification and expansion-signal strategy for the largest deals.
• Internal Collaboration: Partner with Sales leadership to ensure SA/AE pairing works at the portfolio level. Work with Partner Leads across every channel to ensure SA support scales with each channel's motion. Represent aggregated market signal to Engineering and Product, prioritizing recurring technical blockers. Ensure handoff quality from pre-sale to post-sale is consistent with TAMs and Customer Engineering.

• Proven experience leading and developing a Solutions Architecture or pre-sales engineering team.
• Strong technical background, ideally with Postgres and cloud platforms (AWS, GCP, Azure, OCI).
• Deep understanding of the sales cycle and ability to drive technical win rate and deal velocity.
• Excellent coaching and people development skills.
• Ability to operate as a player-coach, balancing strategic leadership with hands-on involvement in high-stakes deals.
• Strong cross-functional collaboration skills with Sales, Partnerships, Engineering, Product, and Customer Engineering.
• Commercial mindset with accountability for team-wide ARR bookings.

• Remote, anywhere.
• Compensation tied to team-wide ARR bookings.