AWS Enterprise Segment Lead

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 -- 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 WHO YOU ARE - 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 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. ABOUT THE TEAM Supabase was born-remote and open-source-first. We believe our globally distributed team is our secret weapon in building tools developers love. - ~400 team members - 60+ countries - 20+ languages spoken - Over $1B raised (including our $500M Series F) - 540,000+ community members We move fast, build in public, and use what we ship. If it’s in your project, we probably use it in ours too. We believe deeply in the open-source ecosystem and strive to support—not replace—existing tools and communities.