Director of Technology Partnerships

This is a fully remote position, open to applicants in California.

📋 Description

• Lead and nurture the Integrations and Marketplace partnerships teams.

• Establish strategies for technology partnerships, marketplace categories, and emerging ecosystem opportunities.

• Define team objectives, partner coverage, investment priorities, and operational rhythm.

• Cultivate a culture of ownership, commercial discipline, and cross-functional execution.

• Drive revenue through partner-driven customer acquisition, product usage, expansion, retention, co-sell opportunities, and commercial agreements.

• Manage commercial performance, forecasting, reporting, risks, and return on investment for the technology partnerships and marketplace portfolio.

• Develop strategic relationships and integrations with AI labs.

• Foster executive relationships with strategic partners across developer tools, cloud, and infrastructure sectors.

• Lead or assist in negotiations for integration, referral, revenue-sharing, and joint go-to-market agreements.

• Support partner managers in creating joint business plans linked to measurable outcomes.

• Guide the identification, recruitment, launch, and growth of marketplace partners.

• Collaborate with Product and Engineering to ensure integration quality, onboarding, discovery, activation, and developer experience.

• Work alongside Marketing and Sales to launch integrations, empower teams, and promote adoption.

• Set metrics for pipeline, integration adoption, revenue, consumption, retention, and marketplace performance.

• Enhance attribution, reporting, forecasting, and partner revenue processes in collaboration with Finance, Data, and Partner Operations.

• Represent partner and customer needs in product and go-to-market strategies.

• Identify risks, eliminate obstacles, and relay decisions and outcomes to leadership.

⛳️ Requirements

• Extensive experience in technology partnerships, business development, or ecosystem leadership within a developer tools, cloud, infrastructure, or SaaS company.

• Proven experience in leading and developing partner-facing teams, including managers or senior individual contributors.

• Demonstrated success in building partnerships that generate measurable revenue, product adoption, or customer growth.

• Experience in negotiating complex commercial agreements, such as revenue sharing, referrals, and consumption-based models.

• Familiarity with collaborating with Product and Engineering to implement and expand technical integrations.

• Ability to engage credibly with technical teams, including AI labs.

• Skill in building executive relationships and earning trust across product, engineering, and go-to-market teams.

• Data-driven approach to opportunity prioritization and partner performance evaluation.

• Comfort in a dynamic environment, with strong written communication skills, and ability to work asynchronously across time zones.

• Plus: experience in building or scaling a developer marketplace, integration ecosystem, or partner platform.

• Plus: familiarity with AI LLMs, AI application builders, databases, open-source products, or developer infrastructure.

• Plus: a background in software development.

• Plus: experience in expanding strategic partnerships and scalable partner programs.

• Plus: a strong network within the San Francisco Bay Area technology ecosystem.

🏝️ Benefits

• Fully remote work opportunity.

• WeWork membership or co-working allowance applicable globally.

• Employee Stock Ownership Plan (ESOP) for all team members.

• Tech allowance for laptops, monitors, headphones, or other work-related equipment.

• Supabase covers 100% of health insurance for employees and 80% for dependents.

• Annual company retreats.

• Flexible, asynchronous working arrangements.

• Annual education allowance for courses, books, conferences, or other educational pursuits.