[Hiring] AWS Enterprise Segment Lead @Supabase

Role Description

This role owns the enterprise and AI segment of Supabase's AWS partnership -- driving adoption among larger, more complex enterprise accounts and AI-native companies building production workloads on Supabase. You'll 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: you'll be responsible for building enterprise pipeline through AWS co-sell, deepening AWS's confidence in Supabase as an enterprise-ready platform, and supporting Competency and reference programs that unlock further AWS investment.

What you'll do

• Own the AWS enterprise strategy
• 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 through ACE, working closely with AWS field teams
• Support AWS Competency designations and reference program management -- coordinating customer references, evidence collection, and renewal timelines
• Build and maintain enterprise reference narratives (anchor customer stories) used in AWS-facing business cases and exec conversations
• Represent the enterprise motion and funding discussions, providing pipeline data and account-level detail to support investment asks to AWS
• Partner with sales leadership to identify strategic enterprise accounts where AWS co-sell can accelerate deals
• Work with product and product marketing to keep the enterprise/AI product narrative current for AWS SAs and account teams

Qualifications

• 4-6+ years in partnerships, alliances, or enterprise business development, ideally with direct AWS or hyperscaler experience
• Experience working with enterprise AWS account teams and understanding of enterprise sales cycles and co-sell mechanics (ACE)
• Comfortable operating at both the tactical level (reference coordination, Competency evidence) and the strategic level (exec narrative, funding asks)
• Strong cross-functional collaborator -- this role touches sales, product marketing, and executive stakeholders regularly
• Familiarity with AWS Partner Central, Competency programs, or Marketplace private offers a plus
• Experience with AI/ML workloads or AI-native customer segments is a strong plus

Benefits

• 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 want everyone to share in the upside of what we’re building together.
• Tech Allowance: Use this budget to set up your ideal work environment—laptop, monitor, headphones, or whatever helps you do your best work.
• Health Benefits: Supabase covers 100% of health insurance for employees and 80% for dependents, wherever you are. Your wellbeing and your family’s health are important to us.
• Annual Off-Sites: Once a year, the entire company gathers in a new city for a week of connection, collaboration, and fun. It’s a highlight of our year.
• Flexible Work: We operate asynchronously and trust you to manage your own time. You know what needs to be done and when.
• Professional Development: Every team member receives an annual education allowance to spend on learning—courses, books, conferences, or anything that supports your growth.