EMEA Partnerships Lead

About the role

This role is responsible for establishing and scaling Supabase's partner ecosystem specifically within the European, Middle Eastern, and African region. The successful candidate will act as the primary interface between global partnership strategy and the on-the-ground realities of the EMEA market. You will own the development and execution of partnerships across Integration, Solution, Cloud, Marketplace, and Startup verticals in this region. A significant portion of the role involves building and maintaining a robust pipeline of prospective partners to fuel future growth. You will localise and activate existing global partnership programs, ensuring they resonate with local customers and technical stakeholders. Much of the initial work will require in-person engagement to build senior-level relationships and unlock co-selling opportunities. As the regional expert, you will translate global objectives into actionable plans that respect local commercial and regulatory constraints. Over time, you will help define the future specialisation and structure of the EMEA partnerships function as the role scales.

Key facts

What you'll do

• Source and qualify new partnership opportunities across all functional motions in EMEA where coverage is currently underdeveloped.
• Develop and manage a strategic pipeline of prospective integration partners, solution providers, and system integrators.
• Localise global partnership frameworks and benefits to ensure clarity and relevance for EMEA customers and startups.
• Activate existing global partnerships through targeted co-selling initiatives and joint go-to-market campaigns.
• Coordinate with solution and integration leads to ensure partner teams are equipped with the right tools and messaging.
• Represent Supabase at regional conferences, developer meetups, and industry events to expand the network.
• Analyse partner performance and provide insights to refine strategies and improve results over time.
• Adapt global partnership strategies to align with the specific regulatory and commercial landscape of EMEA.
• Build and nurture relationships with key systems integrators and value-added resellers in the region.
• Serve as the main point of contact for partner queries and escalations within the EMEA territory.
• Identify gaps in the current partner ecosystem and propose new motions or programs to fill them.
• Collaborate with marketing teams to develop regional content and case studies that highlight partner success.
• Monitor competitor partnership activities and report back with strategic recommendations.
• Facilitate introductions between global leadership and high-potential regional partners.
• Drive the adoption of Supabase's technology stack through partner-led sales initiatives.

Requirements

• 5-10 years of professional experience in partnerships, business development, or channel management roles.
• Direct experience in onboarding, managing, and scaling partnerships specifically within the EMEA region.
• A proven track record of operating across multiple partner types without relying on a single specialist approach.
• Strong commercial judgement when evaluating potential partners and forecasting returns.
• The ability to work independently across significant time zone differences while maintaining clear communication.
• A solid background in developer tools, databases, or infrastructure software is essential for credibility.
• An established senior-level network of partner contacts across EMEA, including vendors, integrators, and startups.
• Fluency in English with excellent written and verbal communication skills.
• The capability to articulate and defend regional needs when they differ from global strategy.

Nice to have

• Established relationships within AWS's EMEA partner organisation (strongly preferred), or similar experience with GCP/Azure.
• Proficiency in a second language commonly spoken in Europe or the Middle East.

Practical notes

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 it needs to be done, and we will support you in making that happen.