Pre-Sales Solutions Architect (SA) Leader - 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

The Pre-Sales Solutions Architect (SA) Leader owns the health, direction, and performance of the Solutions Architecture function. You will act as a player-coach, balancing direct accountability for strategic evaluations with the development of a high-performing team. Your goal is to ensure technical win rates and deal velocity across all channels.

Compensation Note: SA Leader compensation is tied to team-wide ARR bookings (new logo, expansion, and multi-year commitments).

Core Responsibilities

People Leadership & Team Development

• Hire, onboard, and mentor SAs to operate as commercially sharp technical partners.
• Conduct regular 1:1s, deal strategy reviews, and PoC scoping.
• Build and maintain repeatable playbooks (discovery frameworks, PoC templates, RFP responses).

Channel & Coverage Ownership

• Manage the coverage model across five key channels: Direct Sales, Hyperscalers (AWS, GCP, Azure, OCI), Accelerators/VCs, SfP + OAuth Partners, and Solution Providers.
• Rebalance SA assignments based on pipeline volume and deal complexity.
• Resolve coverage gaps and provide senior-level escalation support.

Technical Sales Oversight

• Ensure every significant opportunity has a clear technical owner.
• Oversee discovery quality, PoC scoping, and technical objection handling.
• Connect technical requirements to commercial outcomes and expansion strategies.

Internal Collaboration

• Partner with Sales leadership to optimize SA/AE pairing.
• Work with Partner Leads to ensure SA support scales with channel motions.
• Represent market signals and recurring technical blockers to Engineering and Product teams.
• Ensure high-quality handoffs to TAM and Customer Engineering teams.

Success Metrics

• Team ARR Bookings (new logo and expansion).
• Deal Velocity (time from qualification to technical win).
• PoC Win Rate.
• Pipeline Coverage and Handoff Quality.

What We Offer

• Fully Remote: Work from anywhere; includes a co-working allowance.
• ESOP: Equity ownership in the company.
• Tech Allowance: Budget for your ideal work setup.
• Health Benefits: 100% coverage for employees, 80% for dependents.
• Annual Off-Sites: Company-wide gatherings in new cities.
• Professional Development: Annual education allowance for learning and growth.