Director of Technology Partnerships

About the Role

We’re looking for a Director of Technology Partnerships to lead the teams responsible for growing Supabase through technology integrations and our marketplace ecosystem.

You’ll bring together two complementary motions: partnerships that embed Supabase into the products developers already use, and a marketplace that helps developers discover and connect complementary technologies to their Supabase projects. Your job is to turn both into durable sources of revenue, adoption, and customer value.

Reporting to the Head of Partnerships, you’ll lead and develop the Integrations and Marketplace teams, set their commercial strategy, and work hands-on with our most important partners. A central part of the role is working closely with AI labs to build strategic relationships, develop integrations, and bring joint opportunities to market. You’ll partner closely with Product, Engineering, Sales, Marketing, and Finance to take integrations from idea to launch—and grow their impact long after launch.

This role is based in the San Francisco Bay Area, where you’ll build relationships with leading AI, developer tools, and infrastructure companies. Supabase is remote-first, and you’ll work across a globally distributed team.

Responsibilities

Lead the team and strategy

• Lead, coach, and develop the Integrations and Marketplace partnerships teams, including team leads and partner managers.
• Set a clear strategy for where Supabase invests across strategic technology partnerships, marketplace categories, and emerging ecosystem opportunities.
• Define team objectives, partner coverage, investment priorities, and operating cadence. Make thoughtful tradeoffs between high-touch strategic partnerships and scalable programs.
• Build a culture of ownership, commercial discipline, and strong cross-functional execution.

Grow revenue through technology partnerships

• Drive revenue from technology integrations through partner-driven customer acquisition, product consumption, expansion, retention, co-sell opportunities, and commercial arrangements.
• Own the commercial performance of the technology partnerships and marketplace portfolio, including forecasting and reporting on progress, risks, and return on investment.
• Build and deepen relationships with AI labs, working closely with their product, engineering, business development, and executive teams to identify and execute high-impact partnership opportunities.
• Develop executive relationships with strategic partners across developer tools, cloud, and adjacent infrastructure.
• Lead or support negotiations for complex partnerships, including integration, referral, revenue-sharing, and joint go-to-market agreements.
• Help partner managers build joint business plans that connect partner priorities to measurable outcomes for Supabase and its customers.

Lead the marketplace team

• Lead and develop the Marketplace team, setting its commercial and partner strategy and holding the team accountable for outcomes.
• Guide the team in identifying the capabilities developers need, recruiting the right partners, and helping those partners launch and grow.
• Set priorities and allocate resources across strategic, high-touch partners and scalable paths for emerging and self-serve partners.
• Ensure the team works effectively with Product and Engineering on integration quality, partner onboarding, discovery, activation, and the developer experience across product surfaces.
• Enable the team to work with Marketing and Sales to launch integrations, enable teams, and drive ongoing adoption—not just announcements.

Operate with rigor

• Establish clear 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 the voice of partners and customers in product and go-to-market planning, while aligning stakeholders around shared priorities.
• Identify risks early, remove blockers, and communicate decisions and outcomes clearly to leadership.

Requirements

• Have significant experience in technology partnerships, business development, or ecosystem leadership at a developer tools, cloud, infrastructure, or SaaS company.
• Have led and developed partner-facing teams, including managers or senior individual contributors, and can balance strategic direction with hands-on execution.
• Have a track record of building partnerships that produced measurable revenue, product adoption, or customer growth.
• Have negotiated complex commercial agreements and understand partnership economics, including…