Director of Technology Partnerships

Supabase • San Francisco, CA

23h • Remote

About The Position

Supabase is a Postgres development platform for developers, providing an integrated backend solution that includes Database, Auth, Storage, Edge Functions, Realtime, and Vector Search.

The Director of Technology Partnerships will lead the teams responsible for growing Supabase through technology integrations and its marketplace ecosystem. The role combines partnerships that embed Supabase into products developers already use with a marketplace that helps developers discover complementary technologies and connect them to their Supabase projects. The goal is to make both motions durable sources of revenue, adoption, and customer value.

Reporting to the Head of Partnerships, the Director will lead and develop the Integrations and Marketplace teams, set commercial strategy, and work directly with key partners. A central focus is building strategic relationships and integrations with AI labs and bringing joint opportunities to market. The role collaborates closely with Product, Engineering, Sales, Marketing, and Finance to take integrations from concept through launch and grow their impact. The position is based in the San Francisco Bay Area, within a remote-first company and globally distributed team.

Requirements

• Significant experience in technology partnerships, business development, or ecosystem leadership at a developer tools, cloud, infrastructure, or SaaS company.
• Experience leading and developing partner-facing teams, including managers or senior individual contributors, while balancing strategic direction with hands-on execution.
• A track record of building partnerships that produced measurable revenue, product adoption, or customer growth.
• Experience negotiating complex commercial agreements and understanding partnership economics, including revenue share, referrals, and consumption-based models.
• Experience working closely with Product and Engineering to ship and grow technical integrations, with the ability to engage credibly with technical teams, including AI labs.
• Ability to build executive relationships and earn the trust of product, engineering, and go-to-market teams.
• Ability to use data to prioritize opportunities, assess partner performance, and make decisions when attribution is imperfect.
• Comfort working in an evolving environment, communicating in writing, and working asynchronously across time zones.

Nice To Haves

• Experience building or scaling a developer marketplace, integration ecosystem, or partner platform.
• Experience with AI LLMs, AI app builders, databases, open-source products, or developer infrastructure.
• A software development background and understanding of how developers build and integrate products.
• Experience growing both a small number of strategic partnerships and a broader, scalable partner program.
• A strong network in the San Francisco Bay Area technology ecosystem.

Responsibilities

• Lead, coach, and develop the Integrations and Marketplace partnerships teams, including team leads and partner managers.
• Set strategy for strategic technology partnerships, marketplace categories, and emerging ecosystem opportunities.
• Define team objectives, partner coverage, investment priorities, and operating cadence; balance high-touch strategic partnerships with scalable programs.
• Build a culture of ownership, commercial discipline, and strong cross-functional execution.
• Drive revenue through technology integrations, including partner-driven customer acquisition, product consumption, expansion, retention, co-sell opportunities, and commercial arrangements.
• Own commercial performance of the technology partnerships and marketplace portfolio, including forecasting and reporting progress, risks, and return on investment.
• Build relationships with AI labs and work with their product, engineering, business development, and executive teams to identify and execute partnership opportunities.
• Develop executive relationships with strategic partners across developer tools, cloud, and adjacent infrastructure.
• Lead or support negotiations for integration, referral, revenue-sharing, and joint go-to-market agreements.
• Help partner managers create joint business plans connecting partner priorities to measurable outcomes for Supabase and its customers.
• Set the Marketplace team's commercial and partner strategy and hold it accountable for outcomes.
• Guide the Marketplace team in identifying developer needs, recruiting appropriate partners, and helping partners launch and grow.
• Allocate resources across strategic, high-touch partners and scalable options for emerging and self-serve partners.
• Work with Product and Engineering to support integration quality, partner onboarding, discovery, activation, and developer experience across product surfaces.
• Work with Marketing and Sales to launch integrations, enable teams, and drive ongoing adoption.
• Establish measures for partner-sourced and influenced pipeline, integration adoption, revenue, consumption, retention, and marketplace performance.
• Work with Finance, Data, and Partner Operations to improve attribution, reporting, forecasting, and partner revenue processes.
• Represent partner and customer perspectives in product and go-to-market planning and align stakeholders around shared priorities.
• Identify risks early, remove blockers, and communicate decisions and outcomes clearly to leadership.

Benefits

• WeWork membership or co-working allowance usable anywhere in the world.
• ESOP equity ownership for every team member.
• Tech allowance for work-environment equipment.
• Health insurance coverage of 100% for employees and 80% for dependents, wherever they are.
• Annual company off-sites.
• Flexible, asynchronous work with autonomy over time management.
• Annual education allowance for professional development.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed