AWS Enterprise Segment Lead

Supabase is the Postgres development platform, built by developers for developers, offering a complete backend in one place: database, auth, storage, edge functions, realtime and vector search. It was born remote and open-source-first, with no offices anywhere.

**The role**

This position owns the enterprise and AI segment of Supabase's AWS partnership — driving adoption among larger, more complex enterprise accounts and AI-native companies running production workloads on Supabase.

You would 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.

Supabase describes it as strategic and **quota-adjacent**: you are responsible for building enterprise pipeline through AWS co-sell, deepening AWS's confidence in Supabase as an enterprise-ready platform, and supporting the Competency and reference programmes 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 such as 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 programme 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 executive conversations
- Represent the enterprise motion in funding discussions, providing pipeline data and account-level detail behind investment asks
- 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 and AI product narrative current for AWS Solutions Architects and account teams

**Who you are**

- 4–6+ years in partnerships, alliances or enterprise business development, ideally with direct AWS or hyperscaler experience
- Experience with enterprise AWS account teams, enterprise sales cycles and co-sell mechanics through ACE
- Comfortable at both the tactical level — reference coordination, Competency evidence — and the strategic level, covering executive narrative and funding asks
- A strong cross-functional collaborator, since the role touches sales, product marketing and executive stakeholders regularly
- AWS Partner Central, Competency programmes or Marketplace private offers are a plus
- AI/ML workload or AI-native customer segment experience is a strong plus

**What Supabase offers**

- **Fully remote, hiring globally.** There are no Supabase offices anywhere, and the company provides a WeWork membership or co-working allowance usable in any country
- ESOP equity for every team member
- Tech allowance for your working setup
- 100% health insurance for employees and 80% for dependents, wherever you are based
- Annual company off-site, a full week in a new city
- Asynchronous operation with genuine control over your own time
- Annual education allowance

**About the team**

~400 team members, 60+ countries, 20+ languages spoken, over $1B raised including a $500M Series F, and 540,000+ community members.

**A sibling role worth knowing about**

Supabase is currently running **two AWS segment lead positions in parallel**. This one covers enterprise and AI-native accounts. The other covers **game development**, working with AWS's gaming ecosystem, GameLift and gaming systems integrators.

The company boilerplate and benefits are identical across both; the difference is which segment you own. If your background sits closer to studios and gaming ISVs than to enterprise procurement, look at that version instead. Both are live at the time of writing.

**Why this suits a location-independent candidate**

Partnerships roles are usually anchored to a hyperscaler's regional office, because so much of the work is field-team relationships. Supabase has never had an office anywhere and states plainly that it hires globally, so the AWS relationship is run remotely by design rather than as an exception.

No salary figures are published on this listing.