GSI Partnership Lead

ABOUT THE ROLE We're hiring our first Solutions Partners Lead to launch and lead Supabase's solutions partner program from the ground up. Solutions partners: systems integrators, digital agencies, implementation consultancies, and specialist Postgres/AI shops, are how we extend Supabase's reach into mid-market and enterprise customers who need help designing, migrating, building, and operating on Supabase. This is a 0-to-1 role with a clear mandate: define the program, recruit the first cohort of partners, and build the operating system that lets us scale beyond it. You'll own the strategy, the commercials, the partner experience, and the operational rails. You'll inherit one team member from day one, and over time you'll build the team out further underneath you. WHAT YOU'LL DO Phase 1 — Launch (first ~3 months) - Define what a Supabase solutions partner is: ideal partner profile, tiering structure, commercial model (referral, co-sell, resell where it makes sense), and the value exchange in both directions. - Build the program framework: requirements for entry, certification expectations, benefits at each tier, and how partners progress. - Land the legal and commercial frameworks alongside our in-house counsel — partner agreements, referral terms, co-sell rules of engagement. - Stand up the operational backbone in HubSpot: partner objects, attribution, pipeline structure, and reporting. Phase 2 — Onboard (next ~6 months) - Personally recruit and close the first 10–20 strategic partners — the ones whose success will define what the program looks like. - Run partner onboarding end-to-end: enablement, certification, joint GTM planning, first-deal support. - Build the partner-sourced and partner-influenced pipeline motion with the sales team. Make co-sell work. - Develop the co-marketing playbook with our marketing team — joint content, events, case studies. Phase 3 — Scale (beyond) - Hire and lead the team needed to scale the program — partner managers, partner ops, partner marketing as needed. - Productize the program: self-serve onboarding, partner portal, certification at scale. - Expand into new geographies and verticals based on where partners and customers pull us. - Own the number — partner-sourced revenue, partner-influenced revenue, and the leading indicators that get us there. WHAT WE'RE LOOKING FOR - You've built a solutions partner program before, or you've been a senior operator inside one at a developer-focused or infrastructure company. You know the difference between a logo on a slide and a partner that actually drives pipeline. - You're commercially sharp. You can structure a referral agreement, model partner economics, negotiate tier benefits, and know when to walk away from a deal that doesn't pencil out. - You're a builder, not a manager-of-managers. This role starts as a hands-on IC. You'll be writing partner agreements, getting on calls with prospective partners, and building HubSpot views yourself before you hire anyone. - You're operationally rigorous. You instrument what you build. You can run a program from a dashboard, not from gut feel. - You communicate clearly in writing. Async, remote, global — clarity on the page is how things move. BONUS POINTS - Experience with AWS, GCP, or Azure partner ecosystems and how solutions partners interact with cloud co-sell motions. - A network of existing relationships with SIs, agencies, or consultancies that build on Postgres, Firebase, or modern application stacks. - Background in Postgres, databases, AI/ML platforms, or the application development space. - You've worked in a high-growth, product-led company making the transition into partner-led and enterprise GTM. 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 w