Pre-Sales Solutions Architect (SA) Leader

The SA Leader hires, coaches, and grows the SA team so each member operates as a credible, commercially sharp technical partner in the sales cycle. This includes:

Hiring and onboarding new SAs, including calibrating them against the channel-specific technical evaluation prompts

Running regular 1:1s, reviewing deal strategy, PoC scoping, and objection handling, and giving direct feedback

Building and maintaining repeatable playbooks (discovery frameworks, PoC templates, objection/RFP responses, competitive positioning) so quality doesn't depend on tenure

Setting and holding the team to a consistent bar for technical depth, commercial instinct, and quota attainment

The SA Leader owns the coverage model for the entire function — deciding, tracking, and rebalancing which SAs support which channels, and closing gaps as pipeline shifts. This includes accountability across all five channels in the SA Channel Mapping :

Direct Sales (AMER, EMEA, APJ)

Hyperscalers (AWS, GCP, Azure, OCI)

Accelerators, Incubators, VCs (YCombinator, TechStars, 500 Startups)

SfP + OAuth Partners (Lovable, Bolt, Anthropic)

Solution Providers ( Postgres.ai , Stormatics)

Rebalancing SA assignment across channels as pipeline volume, deal complexity, or new partner motions shift

Resolving coverage gaps (a channel with no dedicated SA depth, or a region outgrowing its current allocation) and deciding when a hire, a cross-channel reassignment, or a controlled exception is the right fix

Approving which opportunities warrant Leader-level involvement directly, versus staying with the assigned SA

The SA Leader ensures every significant opportunity has a clear, accountable technical owner across architecture fit, use cases, evaluation criteria, and competitive positioning — spot-checking deal documentation and risk tracking across the pipeline, and stepping in directly on the largest or most strategic evaluations.

The SA Leader ensures PoCs across the team are scoped to demonstrate differentiated value, not just technical box-checking — auditing success criteria, evaluation structure, and win-rate patterns across the whole book of active evaluations.

The SA Leader is the escalation layer above the individual SA for the hardest architecture, security, or compliance objections — brought in on RFPs, security questionnaires, and competitive deals that could stall without senior technical input, without replacing the SA as the deal's primary technical contact.

The SA Leader ensures the team consistently connects technical requirements to commercial outcomes across the pipeline, and personally engages on pricing/packaging justification and expansion-signal strategy for the largest deals.

The SA Leader partners with Sales leadership to make sure SA/AE pairing is working at the portfolio level — owning the technical narrative in aggregate while sales leadership owns the commercial motion — and personally steps in when a specific SA/AE partnership needs adjudicating.

The SA Leader works with Partner Leads across every channel (Hyperscalers, Accelerators, SfP+OAuth, Solution Providers) to make sure SA support scales with each channel's motion, while commercial terms and channel strategy stay owned by the Partner Lead.

The SA Leader represents the aggregated market signal — patterns across deals, not just one opportunity — to engineering and product, and prioritizes which recurring technical blockers or roadmap gaps are costing the team deals versus which are one-offs.

The SA Leader ensures handoff quality from pre-sale to post-sale is consistent across the team — auditing that architecture decisions, commitments, and open items are documented well enough that TAMs and CEs can drive early adoption without re-discovering the deal.

SA Leader effectiveness is measured by commercial and technical outcomes across the whole team, not just their own deals:

Team ARR Bookings — new logo and expansion ARR across every SA's pipeline, relative to team quota

Deal Velocity — time from technical qualification to technical win, tracked across channels

PoC Win Rate — percentage of structured evaluations that convert to closed-won, team-wide

Pipeline Coverage — volume and quality of SA-engaged opportunities relative to quota, per channel

Handoff Quality — post-sale team satisfaction with documentation and deal context, across the team

Team health — ramp time to productivity for new SAs, retention of the SA team itself

This section documents the tools and systems used by the Solutions Architecture team. It is intended to be kept up to date as tooling evolves.

HubSpot

Hex

AdminConsole

Grafana

The SA Leader is accountable for technical pre-sales coverage across every channel the function supports, not a single book of deals:

Each channel requires a different selling motion and technical path to win; the SA Leader ensures the team's channel assignment and playbooks keep pace with where pipeline is actually moving.

To keep the function focused and scaling, the SA Leader does not:

Own post-sale technical delivery or ongoing account management — that stays with TAM/CE

Perform implementation or professional services work outside of a formal PoC

Take over account health monitoring

Set or negotiate commercial terms independently of the AE or Partner Lead

Replace the individual SA as a deal's primary technical contact — the Leader escalates in, they don't take over

A world-class SA Leader at Supabase has done the individual SA job well — deeply technical, commercially sharp, genuinely curious about how customers build — and now wants to multiply that across a team.

Technical depth — Can still design a production-grade architecture in a discovery call, debug a PoC, and earn credibility with a CTO on the spot

People leadership — Has hired, coached, and grown a technical sales team before; gives direct, specific feedback and knows how to develop an SA into a future lead

Channel-level judgment — Can look across all five channels and tell where coverage is thin, where a channel's motion is shifting, and where to reallocate SA attention

Commercial instinct at scale — Thinks in team-wide ARR bookings, not just their own quota; knows which deals warrant Leader-level involvement

Expansion mindset — Coaches SAs to proactively surface new teams, workloads, and use cases that grow account footprint, and does the same personally on the largest deals

Communication range — Equally credible whiteboarding with a senior engineer, coaching an SA through a hard escalation, and briefing sales leadership on pipeline health

Internal leverage — Turns competitive patterns, objection responses, and architecture templates from individual deals into playbooks that scale across the team

Quota attainment (team) — Track record of carrying and closing a pre-sales quota personally, plus experience being accountable for a team's aggregate number

Experience — Has built something in production, comes from an engineering, founding, or hands-on technical background, and has led a technical, customer-facing team

TBH - H2 FY2026

The Pre-Sales Solutions Architect Leader exists to make sure every channel the SA function is accountable for — Direct Sales, Hyperscalers, Accelerators, SfP+OAuth Partners, and Solution Providers — has the right technical coverage to win deals, and that the team delivering against it keeps getting better.

Supabase was born-remote and open-source-first. We believe our globally distributed team is our secret weapon in building tools developers love.

~400 team members

60+ countries

20+ languages spoken

Over $1B raised (including our $500M Series F)

540,000+ community members

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.