AWS Enterprise Segment Lead - Supabase

About Supabase

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.

About the role

This role owns the enterprise and AI segment of Supabase's AWS partnership. You will drive adoption among larger, complex enterprise accounts and AI-native companies building production workloads on Supabase. You will 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.

This is a strategic, quota-adjacent role responsible for building enterprise pipeline through AWS co-sell, deepening AWS's confidence in Supabase, and supporting Competency and reference programs.

What you'll do

• AWS Strategy: Own the AWS enterprise strategy and manage relationships with AWS account teams, SAs, and service-line teams.
• Co-sell Pipeline: Drive co-sell pipeline for enterprise and AI-native accounts through ACE, working closely with AWS field teams.
• Program Management: Support AWS Competency designations and reference program management, including evidence collection and renewal timelines.
• Narrative Building: Build and maintain enterprise reference narratives and anchor customer stories for AWS-facing business cases.
• Investment Advocacy: Represent the enterprise motion in funding discussions, providing pipeline data and account-level detail.
• Sales Alignment: Partner with sales leadership to identify strategic enterprise accounts where AWS co-sell can accelerate deals.
• Product Collaboration: Work with product and marketing to keep the enterprise/AI product narrative current for AWS stakeholders.

Who you are

• 4-6+ years in partnerships, alliances, or enterprise business development, ideally with direct AWS or hyperscaler experience.
• Deep understanding of enterprise sales cycles and co-sell mechanics (ACE).
• Comfortable operating at both tactical (reference coordination) and strategic (exec narrative) levels.
• Strong cross-functional collaborator across sales, product marketing, and executive teams.
• 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 strong plus.

What We Offer

• Fully Remote: We hire globally and provide a WeWork membership or co-working allowance.
• ESOP: Equity ownership for every team member.
• Tech Allowance: Budget to set up your ideal work environment.
• Health Benefits: 100% coverage for employees and 80% for dependents.
• Annual Off-Sites: Company-wide annual gathering in a new city.
• Flexible Work: Asynchronous culture with trust in your time management.
• Professional Development: Annual education allowance for learning and growth.