Partner Operations & Systems Lead

What You'll Own

Systems & Data Infrastructure

• Own the partner tech stack end-to-end - CRM partner objects, attribution tooling, and partner-facing portals.
• Design and maintain partner attribution models and the dashboards leadership uses to evaluate performance.
• Ensure data hygiene and consistency across partner records, deals, and touchpoints spanning all sub-functions.

Process & Program Management

• Design and run partner onboarding, tiering, and certification programs.
• Own the RFC / DRI decision-making framework for the partnerships team, including how it's used and refined over time.
• Run deal-registration and "quarterback" account-ownership processes that keep internal teams aligned on partner-sourced deals.
• Build and maintain the playbooks, SOPs, and enablement materials that let the team scale without you in every meeting.

Internal Tooling & Automation

• Build internal automations that remove manual ops work - e.g., auto-generated partner performance reports, HubSpot-to-Slack syncs, or deal-conflict alerts - using AI-assisted development tools like Claude Code.
• Prototype and ship lightweight internal apps and dashboards (partner health scorecards, RFC trackers, cross-tool syncs) without waiting on a shared data engineering backlog.
• Act as technical owner for partnerships' internal tools: write the spec, build it, test it, ship it, and maintain it.
• Know where the line is between a quick internal script and something that needs to be handed to Data/Engineering for production hardening - and manage that handoff cleanly.

Reporting & Analytics

• Produce recurring performance reporting on partner-attributed revenue and pipeline influence.
• Own the metrics and KPI framework the partnerships team is measured against.
• Support QBRs and board-level reporting on partnership performance.

Strategic Contribution

• Contribute to partner segmentation, tiering, and prioritization strategy - bringing data and operational reality to bear on where the team should invest.
• Challenge existing assumptions in the partner motion (which tiers, which incentive structures, which sub-functions get resourced) using evidence from the systems you own.
• Partner with the Head of Partnerships on strategic planning cycles - translating operational signal into recommendations, not just dashboards.
• Own execution of agreed strategic direction: once a call is made, drive the operational and cross-functional work to make it real.

Cross-Functional Leadership

• Serve as the connective tissue between Partnerships, Sales, RevOps, Legal, and Finance.
• Ensure partner agreement terms are correctly reflected in systems and reporting.
• Sit at the table for partner segmentation, tiering, and incentive-structure decisions as a contributor and challenger, not just an operator reporting on them after the fact.

What We're Looking For

• 7+ years in partner operations, revenue operations, or a related ops function, including experience designing (not just running) a program at scale.
• Proven ownership of a partner or revenue tech stack - you've made the build/buy/migrate calls, not just administered someone else's setup.
• Comfortable operating as the operational voice in exec-level rooms - QBRs, board prep, and cross-functional planning.
• Hands-on fluency with AI-assisted development (Claude Code or similar) - you can scope a problem, prompt effectively, review the output critically, and ship something real.
• A point of view on partner economics - rev share modeling, LTV by partner type - that can inform deal structuring, not just track it after signature.
• A track record of shaping strategic decisions, not just implementing them - comfortable pressure-testing a plan in the room and then owning the execution once direction is set.
• Experience managing a small team or dotted-line relationships across regions or sub-functions.
• Excellent written communication - you can turn ambiguity into a clear framework or a one-page decision doc.

Nice to Have

• Experience with HubSpot (custom partner objects, multi-touch attribution), Clazar for cloud co-sell, and Linear for project management.
• Background in a developer-tools or platform business with a partner-driven go-to-market motion.
• Prior experience building internal tools or scripts, even informally, before AI-assisted development made it mainstream.

How We'll Evaluate

Alongside standard interviews, candidates will complete a short build exercise: given a messy partner-data problem, show us how you'd use Claude Code (or a similar tool) to solve it. We're evaluating judgment and problem-scoping as much as the output itself.

What We Offer

• 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.