[Hiring] Pre-Sales Solutions Architect Leader @Supabase

Role Description

The Pre-Sales Solutions Architect (SA) Leader owns the health, direction, and performance of the Solutions Architecture function. The SA Leader is accountable for technical win rate and deal velocity across the entire pre-sales motion.

The SA Leader is a player-coach, responsible for:

  • Channel coverage
  • Strategic evaluations
  • Cross-functional GTM alignment
  • Developing individual SAs

Core Responsibilities

  • People Leadership & Team Development:
    • Hiring and onboarding new SAs
    • Running regular 1:1s and reviewing deal strategy
    • Building and maintaining repeatable playbooks
    • Setting and holding the team to a consistent bar for technical depth
  • Channel & Coverage Ownership:
    • Owning the coverage model for the entire function
    • Rebalancing SA assignment across channels
    • Resolving coverage gaps
    • Approving opportunities for Leader-level involvement
  • Technical Sales Ownership (oversight):
    • Ensuring every significant opportunity has a clear technical owner
    • Spot-checking deal documentation and risk tracking
  • Discovery and Technical Qualification (oversight):
    • Coaching SAs on discovery quality
    • Holding the team accountable for surfacing deal-level risk
  • Proof of Concept and Evaluation Support (oversight):
    • Ensuring PoCs demonstrate differentiated value
    • Auditing success criteria and evaluation structure
  • Technical Objection Handling (oversight):
    • Acting as the escalation layer for complex objections
  • Commercial Technical Alignment (oversight):
    • Connecting technical requirements to commercial outcomes
  • Internal Collaboration:
    • Partnering with Sales leadership
    • Working with Partner Leads across every channel
    • Representing market signals to engineering and product
    • Ensuring handoff quality from pre-sale to post-sale

Success Metrics

  • Team ARR Bookings
  • Deal Velocity
  • PoC Win Rate
  • Pipeline Coverage
  • Handoff Quality
  • Team health

Tools Used by the SA Team

  • HubSpot
  • Hex
  • AdminConsole
  • Grafana

What SA Leaders Do Not Do

  • Own post-sale technical delivery or ongoing account management
  • Perform implementation or professional services work outside of a formal PoC
  • Take over account health monitoring
  • Set or negotiate commercial terms independently
  • Replace the individual SA as a deal's primary technical contact

Ideal Individual

  • Technical depth
  • People leadership experience
  • Channel-level judgment
  • Commercial instinct at scale
  • Expansion mindset
  • Communication range
  • Internal leverage
  • Quota attainment (team)
  • Experience in a technical, customer-facing team

Summary

The Pre-Sales Solutions Architect Leader ensures every channel the SA function supports has the right technical coverage to win deals and that the team keeps improving.

Benefits

  • Fully Remote
  • ESOP (equity ownership)
  • Tech Allowance
  • Health Benefits
  • Annual Off-Sites
  • Flexible Work
  • Professional Development

About the Team

  • Supabase was born-remote and open-source-first
  • ~400 team members
  • 60+ countries
  • 20+ languages spoken
  • Over $1B raised (including our $500M Series F)
  • 540,000+ community members
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