Partner Operations & Systems Lead

About the role

Supabase's Partnerships function is scaling fast—spanning Technology Partners, Solution Partners, Startups, and Cloud Partnerships. We're looking for a Partner Operations & Systems Lead to own the operational and technical backbone that lets this team move quickly and make decisions with good data. This is a senior, hands-on role where you'll design the systems, processes, and reporting that the entire partnerships org runs on—and increasingly, build the internal tools yourself. You'll report directly to the Head of Partnerships and sit alongside regional and functional leads as a peer, with the mandate to build and enforce operational rigor across all teams. Beyond infrastructure, you'll help shape where Partnerships places its bets—not just the system that reports on them.

Responsibilities

• Systems & Data Infrastructure
  • Own the partner tech stack end-to-end—CRM partner objects, attribution tooling, and partner-facing portals.
  • Design and maintain partner attribution models and dashboards leadership uses to evaluate performance.
  • Ensure data hygiene and consistency across partner records, deals, and touchpoints spanning all sub-functions.
• Process & Program Management
  • Design and run partner onboarding, tiering, and certification programs.
  • Own the RFC/DRI decision-making framework for the partnerships team, including how it's used and refined over time.
  • Run deal-registration and "quarterback" account-ownership processes to keep internal teams aligned on partner-sourced deals.
  • Build and maintain playbooks, SOPs, and enablement materials to scale the team without you in every meeting.
• Internal Tooling & Automation
  • Build internal automations to remove manual ops work (e.g., auto-generated partner performance reports, HubSpot-to-Slack syncs, or deal-conflict alerts) using AI-assisted development tools like Claude Code.
  • Prototype and ship lightweight internal apps and dashboards (partner health scorecards, RFC trackers, cross-tool syncs) without waiting on a shared data engineering backlog.
  • Act as technical owner for partnerships' internal tools: write the spec, build it, test it, ship it, and maintain it.
  • Know when to hand off a quick internal script versus something needing production hardening by Data/Engineering—and manage that handoff cleanly.
• Reporting & Analytics
  • Produce recurring performance reporting on partner-attributed revenue and pipeline influence.
  • Own the metrics and KPI framework the partnerships team is measured against.
  • Support QBRs and board-level reporting on partnership performance.
• Strategic Contribution
  • Contribute to partner segmentation, tiering, and prioritization strategy—bringing data and operational reality to investment decisions.
  • Challenge existing assumptions in the partner motion (e.g., tiers, incentive structures, resource allocation) using evidence from the systems you own.
  • Partner with the Head of Partnerships on strategic planning cycles—translating operational signals into actionable recommendations.
  • Own execution of agreed strategic direction: drive operational and cross-functional work to make it real.
• Cross-Functional Leadership
  • Serve as the connective tissue between Partnerships, Sales, RevOps, Legal, and Finance.
  • Ensure partner agreement terms are correctly reflected in systems and reporting.
  • Contribute to partner segmentation, tiering, and incentive-structure decisions—not just as an operator, but as a strategic voice.

Requirements

• 7+ years in partner operations, revenue operations, or a related ops function, including experience designing (not just running) a program at scale.
• Proven ownership of a partner or revenue tech stack—you’ve made build/buy/migrate decisions, not just administered someone else’s setup.
• Comfortable operating as the operational voice in exec-level rooms (QBRs, board prep, cross-functional planning).
• Hands-on fluency with AI-assisted development (Claude Code or similar)—you can scope a problem, prompt effectively, review output critically, and ship real solutions.
• A point of view on partner economics (e.g., rev share modeling, LTV by partner type) that informs deal structuring, not just tracks it post-signature.
• A track record of shaping strategic decisions—comfortable pressure-testing plans in the room and owning execution once direction is set.
• Experience managing a small team or dotted-line relationships across regions or sub-functions.
• Excellent written communication—able to turn ambiguity into clear frameworks or one-page decision docs.

Nice to Have

• Experience with HubSpot (custom partner objects, multi-touch attribution), Clazar for cloud co-sell, and Linear for project management.
• Background in a developer-tools or platform business with a partner-driven go-to-market motion.
• Prior experience building internal tools or scripts, even informally, before AI-assisted development became mainstream.

Evaluation Process

Alongside standard interviews, candidates will complete a short build exercise: given a messy partner-data problem, show us how you’d use Claude Code (or a similar tool) to solve it. We’re evaluating judgment and problem-scoping as much as the output itself.

Benefits

• Fully Remote: Hire globally with no offices. Includes a WeWork membership or co-working allowance.
• ESOP: Equity ownership in the company for all team members.
• Tech Allowance: Budget to set up your ideal work environment (laptop, monitor, headphones, etc.).
• Health Benefits: 100% coverage for employees and 80% for dependents, globally.
• Annual Off-Sites: Company-wide gathering in a new city each year for connection and collaboration.
• Flexible Work: Asynchronous work with trust in your time management.
• Professional Development: Annual education allowance for courses, books, conferences, or other growth opportunities.

About the Team

Supabase is born-remote and open-source-first, with a globally distributed team of ~400 members across 60+ countries and 20+ languages. We’ve raised over $1B (including a $500M Series F) and serve a community of 540,000+ members. We move fast, build in public, and use what we ship—deeply committed to supporting (not replacing) the open-source ecosystem.