AWS Enterprise Segment Lead at Supabase

About Supabase

Supabase provides a Postgres development platform for developers, offering a complete backend solution with Database, Auth, Storage, Edge Functions, Realtime, and Vector Search. All services are deeply integrated and designed for growth.

About the Role: AWS Enterprise Segment Lead

This strategic role focuses on driving adoption of Supabase among large, complex enterprise accounts and AI-native companies building production workloads on Supabase, specifically within the AWS partnership. You will be instrumental in building enterprise pipeline through AWS co-sell, enhancing AWS's confidence in Supabase as an enterprise-ready platform, and supporting Competency and reference programs that secure further AWS investment. While quota-adjacent, this position owns the enterprise and AI segment of Supabase’s AWS partnership, anchoring the enterprise motion around reference customers, and building the case for enterprise innovation funding with AWS. You will also manage relationships with AWS enterprise account teams and Solutions Architects.

Key Responsibilities

• Define and execute the AWS enterprise strategy.
• Cultivate and 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 via ACE, collaborating closely with AWS field teams.
• Oversee AWS Competency designations and reference program management, coordinating customer references, evidence collection, and renewal timelines.
• Develop and maintain compelling enterprise reference narratives (anchor customer stories) for AWS-facing business cases and executive discussions.
• Represent enterprise motion and funding discussions, providing pipeline data and account-level detail to support investment requests to AWS.
• Partner with sales leadership to identify strategic enterprise accounts where AWS co-sell can accelerate deals.
• Collaborate with product and product marketing teams to ensure the enterprise and AI product narrative remains current for AWS Solutions Architects and account teams.

Who We Are Looking For

• 4-6+ years of experience in partnerships, alliances, or enterprise business development, with a preference for direct AWS or hyperscaler experience.
• Proven experience working with enterprise AWS account teams and a solid understanding of enterprise sales cycles and co-sell mechanics (ACE).
• Ability to operate effectively at both tactical levels (e.g., reference coordination, Competency evidence) and strategic levels (e.g., executive narrative, funding requests).
• Strong cross-functional collaboration skills, regularly engaging with sales, product marketing, and executive stakeholders.
• Familiarity with AWS Partner Central, Competency programs, or Marketplace private offers is a plus.
• Experience with AI/ML workloads or AI-native customer segments is a significant advantage.

What We Offer

• Fully Remote: Work from anywhere in the world. We provide a WeWork membership or co-working allowance.
• ESOP (Equity Ownership): Every team member receives equity in the company, ensuring you share in our collective success.
• Tech Allowance: Budget to set up your ideal home work environment, including laptops, monitors, headphones, and other essential equipment.
• Health Benefits: Supabase covers 100% of health insurance for employees and 80% for dependents, globally.
• Annual Off-Sites: Join the entire company once a year in a new city for a week of connection, collaboration, and fun.
• Flexible Work: We operate asynchronously, trusting you to manage your time and deliverables effectively.
• Professional Development: An annual education allowance for courses, books, conferences, or any learning that supports your growth.

About the Team

Supabase was founded as a remote-first and open-source-first company. Our globally distributed team is key to building tools developers love. We are a team of approximately 400 members across 60+ countries, speaking over 20 languages. We have raised over $1B, including a $500M Series F, and boast a community of over 540,000 members. We are fast-paced, build in public, and use our own products. We deeply believe in and support the open-source ecosystem.