G2 - Director, Buyer Growth Partnerships & Referral
Requirements
• We realize applying for jobs can feel daunting at times. Even if you don’t check all the boxes in the job description, we encourage you to apply anyway. • 8+ years in growth, partnerships, marketing, or business development at a B2B SaaS, marketplace, or media company — with at least 3 years carrying a revenue or traffic number. • Track record of building a partnership, affiliate, or referral program from zero to material traffic/revenue contribution. You've structured commission models, negotiated rate cards, and made hard calls about which partners to fire. • Marketing fluency: you've operated inside a marketing P&L, understand CPA/LTV math, and have made real media-buying decisions. Partnerships for you is a growth channel, not a corp dev function. • Commercial instincts: you've negotiated partnership agreements ranging from rate-card media deals to multi-year strategic commitments, and you understand how to structure terms that age well. • Range across audiences: credible with a partner PM and with a CRO, GP, or community founder; comfortable moving between affiliate platform operations, media-buying reviews, and executive partnership conversations. • Technically curious — you don't write code, but you understand what integrations actually require and can hold your own with engineering teams on both sides of the table. • Data-driven operator: you define metrics, build the dashboards, and let them redirect investment. Comfortable with attribution complexity without hiding behind it. • High agency. You don't wait for a playbook — you write one, pressure-test it, and scrap it when it stops working. • WHAT CAN HELP YOUR APPLICATION STAND OUT: • Experience with affiliate networks at scale (Impact.com http://Impact.com, PartnerStack, CJ, Awin), cloud marketplace partnerships (AWS, Azure, GCP, Salesforce), or B2B media buying / publisher ecosystems. • Experience designing partnerships that build sustainable, repeatable value for partners — not just one-off sales-driven deals. • Background in software marketplaces, review sites, or buyer-discovery platforms; familiarity with G2's category and buyer journey a plus. • Exposure to AI-mediated search and emerging buyer-discovery surfaces — citation strategy, plugin/agent integrations, AEO. If you don't have direct experience here, demonstrate a strong POV on where this is heading. • PE-backed or multi-brand company experience; comfortable operating across multiple brand P&Ls with different buyer profiles. • Our Commitment to Inclusivity and Diversity • At G2, we are committed to creating an inclusive and diverse environment where people of every background can thrive and feel welcome. We consider applicants without regard to race, color, creed, religion, national origin, genetic information, gender identity or expression, sexual orientation, pregnancy, age, or marital, veteran, or physical or mental disability status. Learn more about our commitments here https://culture.g2.com/commitments. • For job applicants in California, the United Kingdom, and the European Union, please review this applicant privacy notice https://legal.g2.com/applicant-privacy-notice before applying to this job. • How We Use AI Technology in Our Hiring Process • G2 incorporates AI-powered technology to enhance our candidate evaluation process. These tools may assist with initial application screening, skills assessment analysis, and identifying candidates whose qualifications align with specific role requirements. While AI technology supports our recruitment workflow, all final hiring decisions remain under human oversight and judgment. • Your Choice Matters: If you would prefer that your application be reviewed without AI assistance, you can opt out by entering your email address in the email entry field at the bottom of the Automated Processing Legal Notice. Choosing to opt out will not disadvantage your application in any way—we will ensure your materials receive a thorough manual review by our hiring team. • For additional details about how we handle your information throughout the application process, please review G2's Applicant Privacy Notice https://legal.g2.com/applicant-privacy-notice.
Responsibilities
• REFERRAL STRATEGY & OPERATING MODEL • Own the referral pillar's OKRs — buyer traffic, qualified traffic share, referral-attributed revenue, and source diversification — across all four brands. • Define the partnership portfolio: which motions matter, at what depth, and how they differ by brand. • Build a prioritization framework balancing quick wins (vendor badges, podcasts, review sites) against strategic bets (cloud marketplaces, VC/PE portfolio programs, AI buyer-discovery surfaces). • PARTNERSHIP PORTFOLIO DEVELOPMENT & MANAGEMENT • Identify, prioritize, and develop a diversified portfolio of partnership types that will drive Buyer traffic or users — spanning ecosystem and channel partners, affiliate and media partners, content and community partners, distributed product-led referral channels, and emerging buyer-discovery surfaces. • Source, evaluate, and structure deals across a range of commercial models — including rate-card and CPA media buys, affiliate commission and rev-share structures, strategic data and integration partnerships, and zero-cost product-led arrangements — selecting the right model for the partner and the motion. • Negotiate and manage partnership agreements end-to-end, from initial sourcing through contracting, launch, performance management, and renewal or wind-down. • Build the operating infrastructure to manage partnerships at scale — partner platforms, tracking and attribution, onboarding workflows, and a self-serve layer for the long tail. • TEAM, MEASUREMENT, AND CROSS-FUNCTIONAL LEADERSHIP • Drive scalable onboarding and enablement resources for integration partners, including technical documentation, sandbox environments, and integration guides. • Work cross-functionally with Product and Engineering to support partner development and ensure smooth integration experiences. • Establish the referral dashboard in partnership with Insights & Planning: traffic, revenue, GP by partner, partner-sourced pipeline. • Establish reporting cadences for affiliate and ecosystem partnership performance across revenue, engagement, and growth metrics. • Use data to identify top-performing partners, optimize incentive structures, and prioritize investment across ecosystem and affiliate programs. • Partner closely with Performance Marketing, AEO/SEO, Lifecycle, and Buyer Product leaders — referral is a connective tissue role across the Buyer org. • Stay ahead of market trends in affiliate marketing and ecosystem-led growth to continuously evolve G2's partnership approach. • Room to build and lead a team, scaling as programs mature.
Benefits
• Total Earnings (Base + Bonus) $243K – $300K • Offers Bonus • At G2, we’re committed to building an equitable and inclusive workplace for all. That's why our compensation program is rooted in market data, transparency, fairness, and individual performance. • Compensation in an offer is determined by factors such as the candidate’s experience, relevant skills, and job-related knowledge. • We’ve built a company-wide framework to provide employees clarity on how compensation and success is measured at each level. This career framework supports our employees' professional growth and guides them to their PEAK. • We also support our employees by offering generous benefits, such as flexible work, ample parental leave, and unlimited PTO. Click here to learn more about our benefits. • Upload your resume here to autofill key application fields. • Drop your resume here! • Parsing your resume. Autofilling key fields... • Please submit your preferred first and last name • or drag and drop here • I contributed to an existing program (executed campaigns, managed individual partners, supported operations) • I owned a component of an existing program (one channel type, one region, one partner tier) • I built a program from near-zero and grew it to a measurable traffic or revenue contribution • I have not owned a partnership or referral program • A mature program with established infrastructure, playbooks, and defined channels • A program that existed but needed significant restructuring or expansion • A net-new program where I defined the strategy, infrastructure, and measurement from scratch • I haven't worked in a partnerships-specific role • Yes, owned and reported on a traffic or revenue metric tied to partnerships • Yes, I contributed to a team number but didn't own it independently • No, my work was primarily relationship management or business development without a tied metric • No, this type of accountability hasn't been part of my role • This role is accountable for source diversification across four software review brands: G2, Capterra, GetApp, and Software Advice, as AI reshapes how buyers discover and evaluate software. In 3–5 sentences, describe the most complex partnership portfolio you've owned and how you measured its impact. • Decline to self-identify • Hispanic or Latino - A person of Cuban, Mexican, Puerto Rican, South or Central American, or other Spanish culture or origin regardless of race. • Hispanic or Latino • White (Not Hispanic or Latino) - A person having origins in any of the original peoples of Europe, the Middle East, or North Africa. • White • Black or African American (Not Hispanic or Latino) - A person having origins in any of the black racial groups of Africa. • Black or African American • Native Hawaiian or Other Pacific Islander (Not Hispanic or Latino) - A person having origins in any of the peoples of Hawaii, Guam, Samoa, or other Pacific Islands. • Native Hawaiian or Other Pacific Islander • Asian (Not Hispanic or Latino) - A person having origins in any of the original peoples of the Far East, Southeast Asia, or the Indian Subcontinent, including, for example, Cambodia, China, India, Japan, Korea, Malaysia, Pakistan, the Philippine Islands, Thailand, and Vietnam. • Asian • American Indian or Alaska Native (Not Hispanic or Latino) - A person having origins in any of the original peoples of North and South America (including Central America), and who maintain tribal affiliation or community attachment. • American Indian or Alaska Native • Two or More Races (Not Hispanic or Latino) - All persons who identify with more than one of the above five races. • Two or More Races • Hispanic or Latino • White (Not Hispanic or Latino) • Black or African American (Not Hispanic or Latino) • Native Hawaiian or Other Pacific Islander (Not Hispanic or Latino) • Asian (Not Hispanic or Latino) • American Indian or Alaska Native (Not Hispanic or Latino) • Two or More Races (Not Hispanic or Latino) • I identify as one or more of the classifications of protected veteran listed above • I am not a protected veteran
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