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