Fabrizio Cataldo

SaaS partnerships & business development · Bangkok, Thailand · fully remote
fabinbkk@gmail.com · linkedin.com/in/fabriziocataldo · book a call

Professional summary

SaaS partnerships and business development leader with deep experience in open source, DevTools and AI-native platforms. Track record managing strategic partner accounts at scale, building enterprise GTM from zero, and designing the partner operations infrastructure underneath it. Proven across EMEA, APAC and the Americas. Over $23M in pipeline generated across 250+ qualified opportunities.

Experience

Supabase

Remote, Copenhagen & Bangkok · May 2025 – Jun 2026

YC-backed, open-source backend-as-a-service platform built on PostgreSQL.

Partner Operations Manager

Feb 2026 – Jun 2026

• Designed Supabase's self-serve integration marketplace, defining partner lifecycle from intake to invoicing in close collaboration with Legal, Finance, Product, Sales Enablement, Engineering and Marketing.
• Onboarded the launch cohort partners through legal review and Partner Launch Week GTM sequencing, spanning observability, security and compliance categories.
• Built an in-house Partner Relationship Management system from scratch using Claude Code: a full-stack operational backend orchestrating partner lifecycle from intake through revenue-share processing, with embedded enablement and co-sell collateral.
• Ran a four-vendor PRM evaluation with documented decision criteria before concluding that building in-house was the correct call.

Partner Development Manager

Oct 2025 – Feb 2026

• Drove the 2026 credit renewal on Supabase's largest AI builder partnership, cultivating relationships across the partner's partnership, commercial, engineering, product and C-level teams.
• Grew the partner's billable revenue 350x in four months, driven by 3.2M Supabase projects created through the integration.
• Led commercial negotiations across a credit renewal, a logs pricing transition, SLA terms and Auth pricing, while driving AWS co-sell to 231 ACE opportunities at a 56% close rate.
• Forecasted MAU growth across three scenarios for the partner's sign-in product, translating infrastructure cost projections into a defensible Supabase Auth pricing strategy.

Partner Enterprise Growth Manager

May 2025 – Oct 2025

• Authored an enterprise pricing Request for Comment for a credit-based AI builder bundle, grounded in 15 customer interviews and 24 strategic documents, aligning Sales, Product, Finance and executive leadership.
• Created the Corporate Innovation Bundle GTM playbook, with eXp Realty as flagship proof point for building production applications on Supabase.
• Launched a Firebase-to-Supabase migration campaign with AWS, piloting in Australia to generate pipeline from 9 opportunities, scoped to scale via a consulting partner framework.
• Coordinated a hackathon partnership on a per-event fee and revenue share, structuring Fortune 500 pipeline access through enterprise innovation events.

Good Tape

Copenhagen, Denmark · Feb 2024 – Apr 2025

AI-powered speech-to-text transcription platform serving media organisations and professional services.

New Business Developer

• Built enterprise B2B sales practice from scratch at a bootstrapped six-person startup: ICPs, buyer personas, playbooks and pricing A/B testing.
• Generated a €557K+ enterprise pipeline at a 25% closed-won rate across media, government and academic verticals in the Nordics.
• Won a competitive RFP to land Bonnier News as flagship, a master services agreement up to €200K/year, with additional enterprise deals at Stampen Media, Sanoma Media Finland, TT Nyhetsbyrån and NACC Philippines.

Templafy

Copenhagen, Denmark · Jan 2021 – Dec 2023

Content enablement platform for global enterprises.

Sales Excellence Manager, EMEA

Jun 2022 – Dec 2023

• Led learning and development for Templafy's EMEA commercial organisation, coaching 70+ employees on sales skills, deal velocity, conversion and revenue.
• Orchestrated global rollout of Command of the Message and MEDDPICC qualification to 150+ employees across four offices.
• Revamped new-hire onboarding, reducing time-to-productivity by two weeks.

Account Development Director

Jan 2021 – Jun 2022

• Led a team of six account development representatives to 125% of 2022 sales goals, driving 20% pipeline growth and 15% net retention.
• Surfaced upsell and cross-sell opportunities at Maersk, Novo Nordisk, Aon, PwC and Volkswagen via CRM-driven white-space analysis.

AppsFlyer

Berlin, Germany · Jun 2019 – Nov 2020

Full-Cycle Sales Executive

• Secured $400K+ in new business ARR across ecommerce, gaming, finance and security, closing Avira, Allegro, Superbet and Tatra Banka.
• Sustained 32 sales-qualified opportunities per quarter at 120% of target.

Dynamic Yield

Berlin, Germany · Oct 2016 – May 2019

Market Development Manager

• Delivered $3.0M ARR from enterprise logos including Jabra, Elkjøp, Marc O'Polo and KupiVIP.

Apttus

London, United Kingdom · Aug 2015 – Oct 2016

Business Development Representative

• Maintained a $3.5M pipeline with $1.7M+ converted into qualified opportunities through full cold outbound into enterprise legal and finance buyers.

Key strengths

• Partnership & channel development. Managed strategic partner accounts at scale, built a self-serve integration marketplace, designed partner lifecycle from intake to revenue-share, and drove hyperscaler co-sell motions.
• Enterprise sales & business development. Full-cycle B2B across EMEA, APAC and the Americas, from cold outbound and RFP wins to enterprise close, with $4M+ cumulative ARR closed across AppsFlyer, Dynamic Yield and Good Tape.
• GTM strategy & pricing. Authored enterprise pricing RFCs, ran TAM and scenario modelling, designed GTM playbooks for new product lines, and aligned Sales, Product, Finance, Legal and executive leadership.
• Post-sales & account expansion. Drove net retention and pipeline growth through CRM-led white-space analysis at Fortune 500 accounts.
• Sales enablement & coaching. Coached 70+ EMEA commercial reps, rolled out Command of the Message and MEDDPICC to 150+ employees across four offices, cut new-hire time-to-productivity by two weeks.
• AI tooling & automation. Claude Skills, Cowork and Code, MCP server integrations, agentic workflow design, full-stack builds, plus Supabase, Hex, Notion and Zapier automations.

Technical skills

CRM & sales: Salesforce, HubSpot, LinkedIn Sales Navigator, Outreach, Salesloft
Ops & analytics: Hex, Supabase, Google Analytics, PandaDoc, Orb
AI & automation: Claude (Skills, Cowork, Code), agentic workflow design, MCP, Zapier
Productivity: Slack, Notion, Linear, Zoom, Google Workspace, DocuSign

Education

BSc International Business Administration
Hult International Business School, London · Sep 2011 – Aug 2015
Concentration in finance and accounting

Languages

English and Spanish native. Italian conversational.