GSI Partnership Lead

About the Role

The role involves a deep understanding of GTM strategies, the ability to structure and negotiate complex partner agreements, and the operational rigor to manage the program from a dashboard. You will be working closely with the sales team to build a partner-sourced and partner-influenced pipeline motion and with the marketing team to develop a co-marketing playbook. Your ability to communicate clearly in writing will be essential in this async, remote, and global role.

As Supabase navigates its growth phase, this role offers a unique opportunity to shape the partner program and contribute significantly to the company's expansion into new geographies and verticals. Your success will be measured by the partner-sourced revenue, partner-influenced revenue, and the leading indicators that drive these metrics.

What You Will Do

• Define the ideal partner profile, tiering structure, commercial model, and value exchange for Supabase's solutions partner program.
• Develop the program framework, including requirements for entry, certification expectations, benefits at each tier, and partner progression mechanisms.
• Establish legal and commercial frameworks alongside in-house counsel, including partner agreements, referral terms, and co-sell rules of engagement.
• Set up the operational backbone in HubSpot, including partner objects, attribution, pipeline structure, and reporting.
• Personally recruit and close the first 10-20 strategic partners, focusing on those whose success will define the program.
• Run partner onboarding end-to-end, including enablement, certification, joint GTM planning, and first-deal support.
• Develop the co-marketing playbook with the marketing team, focusing on joint content, events, and case studies.
• Hire and lead the team needed to scale the program, including partner managers, partner ops, and partner marketing as needed.
• Productize the program through self-serve onboarding, partner portal, and certification at scale.
• Expand the program into new geographies and verticals based on partner and customer needs.

What We Are Looking For

• Experience in building a solutions partner program or senior operations experience within one, preferably at a developer-focused or infrastructure company.
• Commercial sharpness, with the ability to structure referral agreements, model partner economics, negotiate tier benefits, and make informed decisions about deals.
• Hands-on experience with GTM strategies and the ability to execute them through partner ecosystems.
• Operational rigor, with experience in instrumenting programs and managing from a dashboard.
• Excellent written communication skills, essential for success in an async, remote, and global environment.
• Ability to work independently and as part of a team, with a strong focus on building and leading a team.
• Knowledge of cloud co-sell motions and experience with AWS, GCP, or Azure partner ecosystems.
• Background in Postgres, databases, AI/ML platforms, or application development space.
• Experience working in a high-growth, product-led company transitioning into partner-led and enterprise GTM.

Nice to Have

• Existing relationships with systems integrators, digital agencies, implementation consultancies, or specialist shops that build on Postgres, Firebase, or modern application stacks.
• Experience with HubSpot and its application in partner relationship management.
• Certification in partner management or a related field.
• Experience in managing remote teams and working in a fully remote environment.

Benefits and Perks

• Fully remote work arrangement with the option to use a WeWork membership or co-working allowance globally.
• ESOP (equity ownership) in the company for all team members.
• Opportunity to work with a cutting-edge technology company in the database and AI space.
• Professional development opportunities in a rapidly growing field.
• Collaborative and dynamic work environment with a team of experienced professionals.
• Flexible working hours and asynchronous communication to support work-life balance.

• Develop a strong understanding of GTM strategies and how they apply to partner ecosystems before applying.
• Ensure you have hands-on experience with HubSpot and its application in managing partner relationships.
• Prepare examples of how you have structured and negotiated complex partner agreements in the past.
• Highlight any experience you have in productizing partner programs and managing them at scale.
• Be ready to discuss how you would approach expanding a partner program into new geographies and verticals.
• Showcase your ability to communicate complex ideas clearly in writing, as this will be essential for success in the role.