Partner Development Manager, EMEA

About the Role

Supabase's Partnerships function spans several sub-functions — Integration Partners, Solution Partners, Cloud, Marketplace, and Startups — each of which owns a global strategy for their area. We're looking for a Partner Development Manager, EMEA to give those strategies a real presence in the region.

This is a generalist, region-first role covering all partner types . Rather than owning a single function end-to-end, you'll work across all of them — combining new partner development with the activation of partnerships that already exist globally, wherever the region needs it most.

You'll join an established global partnerships team, working day-to-day with our function leads and EMEA colleagues and reporting to the Head of Partnerships. You are the connection point between global partner strategy and the commercial, regulatory, and market realities of EMEA.

Much of the work happens in person — building senior partner relationships, being present in the market, and capitalising on co-selling and co-marketing opportunities across the region. As regional partner volume grows, we expect the role to evolve and eventually specialise; you'll help shape what that looks like.

What You'll Own

Regional Partner Development

• Identify, prioritise, and close new partners across Integration, Solution, Cloud, Marketplace, and Startup motions where EMEA coverage does not yet exist — including smaller regional solution partners and resellers where they open up the market.
• Build and maintain a regional pipeline of prospective partners across all functions.

Partner Activation & Enablement

• Localise and activate globally-sourced partnerships for the EMEA market, including regional enablement, co-selling, co-marketing, and commercial terms where needed.
• Ensure existing partner programs and benefits translate correctly to EMEA customers, partners, and startups.

Cross-Functional Coordination

• Work alongside each sub-function lead to translate global strategy into regional execution.
• Flag where global partnership strategy does not fit EMEA market conditions, and adapt it together with function leads.
• Represent Supabase at EMEA partner and developer events, and build relationships with regional partner organisations.

What We're Looking For

• 5–10 years in partnerships, business development, or channel roles, with direct experience onboarding and running partnerships within EMEA specifically.
• Demonstrated ability to operate across multiple partner motions — technology integrations, solution/SI, and startup ecosystem — without a single specialist playbook to rely on.
• Experience building a regional function within a company that was previously concentrated in another region.
• Strong commercial judgement across varied partner types and counterparties.
• Comfortable operating independently across a significant timezone gap from the core team, with clear judgement on what requires synchronous alignment.
• Background in developer tools, databases, or infrastructure software .
• An established, senior-level network of partner connections in EMEA — across technology vendors, systems integrators, and/or the startup ecosystem — that can be activated quickly, with the credibility to engage senior counterparts from day one.
• Fluent English, with excellent written and verbal communication — including the ability to make a clear case when regional realities diverge from global strategy.

Nice to Have

• Established relationships within AWS's EMEA partner organisation (strongly preferred), or GCP/Azure equivalents.
• A second language relevant to the region (e.g. French, German, Spanish, Arabic).