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.
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