Strategic Partner Manager
Strategic Partner Manager to build and scale Supabase's integration partner ecosystem, focusing on developer tooling and AI builders. Own portfolio of partners end-to-end, execute joint GTM plans, drive pipeline/revenue, and align cross-functionally on integrations and co-marketing.
About the job
Responsibilities
- Own and grow a portfolio of strategic technology and platform partners across developer tooling, AI builders, and adjacent infrastructure.
- Develop and execute joint GTM plans with defined KPIs for wins, ARR, pipeline, integrations, and adoption.
- Execute expansion opportunities including co-marketing events, co-sell motions, and joint GTM initiatives.
- Drive sourced and influenced pipeline through partner relationships.
- Enable Sales teams with partner positioning, playbooks, and introductions.
- Collaborate with partners on co-selling opportunities and enterprise deals.
- Work closely with Product and Engineering on integration roadmaps and technical alignment.
- Coordinate co-marketing initiatives with Marketing (launches, webinars, hackathons, case studies, events).
- Support partner enablement through training, documentation, and ongoing engagement.
- Build strong relationships across all levels within partner organizations.
- Track and report on partner performance metrics (ARR, usage, activation, pipeline) and maintain forecasting and partnership health dashboards.
Requirements
- ~5 years of experience in partnerships, business development, or platform strategy at a developer tools, cloud, or infrastructure company.
- Strong understanding of developer ecosystems and modern data/infra stacks.
- Demonstrated experience shipping integrations and growing them post-launch.
- Experience owning partners end-to-end: sourcing, technical alignment, negotiation, launch, and growth.
- Commercially minded and comfortable with deal structures, revenue models, forecasting, and KPIs.
- Clear, concise communicator who can align Product, Engineering, Sales, Marketing, and Customer Success teams.
- Highly organized operator who can build programs from scratch and iterate quickly.
- Data-driven, outcome-oriented, and comfortable operating in ambiguity in a fast-moving, open-source-first startup environment.
Nice-to-Haves
- Experience with AI Builder partnerships.
- Background in open-source or Postgres-related ecosystems.
Skills
Partnerships, Business Development, Go-to-Market Strategy, Integrations, Developer Ecosystems, Pipeline Development, Co-Selling, Technical Alignment, Co-Marketing, Forecasting, KPIs, Stakeholder Alignment
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