Account Executive - Navy
•Defense Unicorns· 3h
💼 Sales⏰ Full-time⭐ Senior💰 $145k-185k🇺🇸 USA
3h ago
Supabase·3 months ago
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.
We’re looking for a strategic and execution-driven AMER Sales Lead to accelerate revenue across the region and build a high-performing team of Account Executives and Business Development Representatives. This is a key leadership role for someone who thrives in dynamic environments, understands technical sales motions, and can shape how startups, scaleups, and enterprises adopt Supabase for production workloads and AI-driven applications.
You’ll own regional revenue, manage and grow the AMER sales organization, partner closely with Solutions Architects, Product, Marketing, and Customer Success, and help define what world-class sales leadership looks like at Supabase.
Hire, coach, and grow a team of Account Executives and BDRs.
Establish clear performance expectations, career paths, and coaching rhythms.
Foster a culture of customer-centricity, speed, and operational excellence.
Own AMER pipeline creation, forecasting accuracy, and quarterly revenue targets.
Identify whitespace opportunities across startups, mid-market, and enterprise.
Partner with Finance & Leadership on capacity planning, territory design, and quota modeling.
Translate Supabase’s strategy into a focused AMER execution plan.
Prioritize key verticals and use cases (AI builders, app modernization, migrations, data-heavy workloads).
Ensure high-quality execution across discovery, value alignment, technical validation, and executive alignment.
Define collaboration models for technical discovery, POCs/POVs, and pre-sales success.
Support complex architecture discussions and strategic customer escalations.
Ensure deals progress efficiently from evaluation to production readiness.
Build scalable outbound motions with BDRs tailored to the AMER market.
Partner with Marketing on events, programs, and campaigns.
Ensure strong qualification, follow-up, and conversion across inbound and outbound channels.
Coach AEs on MEDDICC, multi-threading, negotiation, and customer value storytelling.
Support late-stage deals requiring executive alignment or competitive differentiation.
Guide the team in delivering compelling, outcome-driven Supabase narratives.
Collaborate with Product and Engineering on customer needs, competitive insights, and emerging trends.
Work with Customer Success and Support to ensure smooth handoff, adoption, and expansion.
Influence product roadmap direction with data-driven input from active cycles.
Build repeatable regional playbooks for outbound, discovery, proof-of-value, and enterprise migrations.
Establish operating rhythms: forecast calls, pipeline reviews, regional standups, and strategic account planning.
Improve sales productivity through process consistency, tooling, and enablement.
Serve as an executive presence for AMER customers—from early technical evaluators to enterprise CTOs.
Represent Supabase at events, founder conversations, and strategic partnerships.
Champion Supabase values and strengthen trust across the ecosystem.
6+ years of SaaS sales leadership, ideally with AMER territory ownership.
Experience leading AE and/or BDR teams in high-growth or developer-focused environments.
Strong understanding of technical sales motions—infra, database, DevTools, or cloud strongly preferred.
Proven ability to build pipeline, drive disciplined execution, and consistently hit revenue targets.
Skilled at running complex sales cycles with technical validation and multiple stakeholders.
Exceptional communicator able to coach teams and navigate executive-level conversations.
Experience working cross-functionally with Product, Solutions Architecture, and Marketing.
Familiarity with HubSpot, BigQuery, or internal BI tooling is a plus.
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.
Professional Development
Every team member receives an annual education allowance to spend on learning—courses, books, conferences, or anything that supports your growth.
Supabase was born-remote and open-source-first. We believe our globally distributed team is our secret weapon in building tools developers love.
180+ team members
40+ countries
15+ languages spoken
$496M raised
430,000+ community members
30,000+ memes posted (and counting)
We move fast, build in public, and use what we ship. If it’s in your project, we probably use it in ours too. We believe deeply in the open-source ecosystem and strive to support—not replace—existing tools and communities.
We keep things simple, async-friendly, and respectful of your time:
Apply – Our team will review your application.
Intro Call – A short video chat to get to know each other.
Interviews – Up to four calls with:
Founders
Future teammates
Someone cross-functional from product, growth, or engineering (depending on the role)
Decision – We may follow up with a final question or go straight to offer.
All communication is remote and we aim to move fast.