About the company
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.
About the role
This role owns the enterprise and AI segment of Supabase's AWS partnership -- driving adoption among larger, more complex enterprise accounts and AI-native companies building production workloads on Supabase. You'll 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.
Responsibilities
- Own the AWS enterprise strategy
- Manage relationships with AWS enterprise account teams, Solutions Architects, and relevant service-line teams (e.g., Database Services)
- Drive co-sell pipeline for enterprise and AI-native accounts through ACE
- Support AWS Competency designations and reference program management
- Build and maintain enterprise reference narratives
- Represent the enterprise motion and funding discussions
- Partner with sales leadership to identify strategic enterprise accounts
- Work with product and product marketing to keep the enterprise/AI product narrative current
Requirements
- 4-6+ years in partnerships, alliances, or enterprise business development, ideally with direct AWS or hyperscaler experience
- Experience working with enterprise AWS account teams and understanding of enterprise sales cycles and co-sell mechanics (ACE)
- Comfortable operating at both the tactical and strategic level
- Strong cross-functional collaborator
- Familiarity with AWS Partner Central, Competency programs, or Marketplace private offers a plus
- Experience with AI/ML workloads or AI-native customer segments is a strong plus
Conditions
- Fully Remote
- ESOP
- Tech Allowance
- Health Benefits
- Annual Off-Sites
- Flexible Work
- Professional Development